Venture Capital

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The InBrazil Private Equity & Venture The Brazilian Private Equity and The Brazilian Trade and Investment Capital Program is a joint initiative Venture Capital Association is a non- Promotion Agency promotes Brazilian between ABVCAP and Apex-Brasil with profit organization that promotes the products and services abroad and the goal of informing and connecting development of private equity, venture attracts foreign investments to strategic international investors with Brazilian fund capital and seed capital in Brazil, by sectors of the Brazilian economy. Apex- managers and portfolio companies. The improving industry conditions and Brasil coordinates actions designed to main goal of the Program is to inform and understandings and also fomenting attract foreign direct investment (FDI) empower the global investor community best practices that are aligned with to Brazil, striving to allocate resources in respect to the Brazilian PEVC international industry standards. in sectors of strategic relevance for ecosystem and its many opportunities. endowing Brazil and its businesses with a keener competitive edge. CONTENTS

1. BACKGROUND FOR BRAZIL 3. NOTABLE SECTORS

1.1 Macro-economic data 3.1 Retail

1.2 Political context 3.2 Health

1.3 Regulatory environment 3.3 Education

2. PRIVATE EQUITY & VENTURE CAPITAL IN BRAZIL 3.4 Fintech

2.1 Main figures 4. CASE STUDIES

2.2 Venture capital 4.1 Venture capital Background for Brazil Among the world’s ten largest Ranking of Latin American economies - GDP - 2018 (US$ trillion) TOP 10 world economies 2018 (US$ trillion) economies, and heading up Latin

America, the Brazilian economy is back United States 20.4 on the path to growth. As illustrated in the following pages, its prospects are China 13.6 positive for the next few years. Japan 5.0 MEXICO BRAZIL Germany 4.0 Annual GDP of US$ 1.9 trillion United Kingdom 2.8 212 million inhabitants PERU France 2.8 Urbanisation rate of 84% 2.7 Among the top ten countries receiving foreign India investments in 2018 Italy 2.1 COLOMBIA BRAZIL These are promising times for the Brazilian Brazil 1.9 economy, due to the following set of circumstances:

Canada 1.7

- Well-balanced inflation that remains under target; 0 2 4 6 8 10 12 14 16 18 20 22 - Consumption and confidence ratings are Foreign Direct Investment inflows 2018 (US$ billion) uptrending; - Brazil’s capital market has been booming since CHILE United States 226 2017, with the IBOVESPA Index reaching new highs ARGENTINA China 142 and record share volumes; and United Kingdom 122 - More than seven companies attained unicorn Hong Kong 112 status in 2018, appraised at more than US$ 1 billion. 1.5 – 2 trillion Singapore 77 0.5 – 1.5 trillion Spain 70

< 0.5 trillion Netherlands 64

Australia 62

Brazil 59

India 43

0 20 40 60 80 100 120 140 160 180 200 220 240

Source: IBGE; IMF - World Economic Outlook (june 2019) Made with The gradual growth recovery of the GDP growth and inflation rates in Brazil FY15-FY22e (%) Exchange and Selic rates forecast FY12-FY23 (expected) Brazilian economy is reflected in a GDP Growth IPCA context of tight-leashed inflation and lower interest rates that, influenced Exchange Rate Selic Rate 4 16 by credit costs, are helping drive up 10.7 activity and employment levels. 3.5 14 3 12 2.5 10 6.3

With inflation close to target and solidly-rooted 2 8 % expectations, Brazil’s monetary policy is grounded US$/R$ 4.1 4.0 1.5 6 3.8 3.7 on interest rate stability and indications that this 3.7

% 2.9 2.6 2.6 context will continue over the next few years. 2.5 1 4 1.5

1.1 0.5 2 Since december 2017, unemployment rates have 1.1 been dropping, while the employed population 0 0 has expanded by almost two million positions and real incomes have recovered, increasing the actual 2012 2013 2014 2015 2016 2017 2018 2019e 2020e 2021e 2022e 2023e wage mass even more. The jobs market should follow this uptrend. -3.3 -3.5

2015 2016 2017 2018 2019e 2020e 2021e 2022e GDP growth projection by country FY19e (%) Average unemployment rate forecast FY12-FY22 (expected) (%)

12.7 12.2 Japan 1.0 11.5 11.7 11.2 United Kingdom 1.2 10.6 10.2 LATAM 1.4 8.5 Russia 1.6 7.4 % 7.1 Mexico 1.6 6.8 % Brazil 2.1

US 2.3

World 3.3

China 6.3

India 7.3 2012 2013 2014 2015 2016 2017 2018 2019e 2020e 2021e 2022e

Source: Brazilian Central Bank; IMF; IBGE In parallel with the economic IPO history on the Brazilian stock exchange FY08 – FY18 Exchange rate forecast FY12 – FY23e (US$/R$) recovery, better capital market Number of IPOs Volume of IPOs - R$ billionV conditions and the prospects of a stable foreign exchange rate, 23.8 all point to a context that is more 20.3 appealing to foreign investors 17.3 3.9 3.8 3.9 3.7 3.7 3.8 seeking assets in Brazil. 3.5 3.3 3.2 11.2 Under a newly-elected government, market optimism 11 11

10 10 2.3 2.2 spread rapidly. A survey released by Bloomberg 1.9 7.5 indicated that Brazil tops the list of the emerging 7.2 6 6 countries from the investor standpoint. Brazilian US$/R$ 4 bonds were recently ranked as equivalent to those of 3.9 3 3 other economies rated as investment grade. 1 1 1 0.7 0.6 0.4 Foreign Exchange Bonds Stocks This positive view of Brazilian papers has been 1 Brazilian real Brazil Brazil expanding among investors, as its Government moves 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017 2018 2 2012 2013 2014 2015 2016 2017 2018 India ahead with social security reform, which is considered Mexican Peso Indonesia2019e 2020e 2021e 2022e 2023e crucial for shrinking the public deficit. 3 Indonesian Rupiah Mexico Indonesia

In 2018, three companies went public on the B3 – 4 Argentinian Peso Argentina China What market investors have their eye on the Interbank and the NotreDame Intermédica and 5 Russian Ruble South Africa South Africa Hapvida medical aid operators – while others (such as Stone and Arco Educação) offered their papers Foreign Exchange Bonds Stocks 6 South African Rand Russia Argentina directly on Wall Street. Through offerings on the 1 Brazilian real Brazil Brazil 7 Polish Zloty Turkey Russia Brazilian stock exchange, companies raised R$ 6.76 billion, while IPOs on the US stock exchange brought in 2 Mexican Peso Indonesia India 8 Indian Rupee China Mexico US$ 4 billion. 3 Indonesian Rupiah Mexico Indonesia 9 Chinese Yuan India South Korea With significant international reserves and a floating 4 Argentinian Peso Argentina China 10 South Korean Won Poland Poland exchange rate, Brazil’s foreign exchange policy has 5 Russian Ruble South Africa South Africa 11 Turkish Lira South Korea Turkey been more foreseeable and stable. The outlook for the Brazilian real against the USD over the medium term is 6 South African Rand Russia Argentina a positive indicator for foreign investors eyeing Brazil. 7 Polish Zloty Turkey Russia 8 In Indianthe developing Rupee economies, shares, currenciesChina and government papersMexico should outstrip their counterparts in the more developed nations during 2019, with Brazil as a favourite choice among investors for these three asset classes, according to a Bloomberg survey of thirty investors in December 2018. 9 Chinese Yuan India South Korea 10 South Korean Won Poland Poland 11 Turkish Lira South Korea Turkey Source: Bloomberg; Brazilian Central Bank; B3 Private capital funds (especially when foreign) are trustworthy sources of Average annual credit lines to companies in Brazil Number of bankruptcies and judicial financing and operational support in FY13-FY18 (# thousand) recoveries in Brazil FY12-FY18 the current context of sparse bank credit, particularly as dry powder is Bankruptcies Decreed Deferred court recoveries limited among local players. 150.4 151.3 144.5 1514 136.4 124.2 120.7 1215 Tightly-strapped bank credit is spurring the search for 1195 alternative sources of corporate funding, opening up a 1,044 928 930

great opportunity for private equity and venture capital 829 90 746 740 721 688 690 funds operating in Brazil. 671 618

70 Furthermore, many companies that were heavily 65 56 58 leveraged during the economic growth years are now 53 55 floundering in the wake of the recession. 2013 41 2014 2015 2016 2017 2018 38 37 2012 2013 2014 2015 2016 2017 2018 The large number of businesses declaring bankruptcy or under court-supervised receivership hint at very Made with favourable prospects for funds investing in promising Fundraising and global investment in Participation of sectors in corporate insolvency FY18 Emerging Markets FY14-FY18 (R$ billion) turnaround possibilities and special situations. 2014 2015 2016 2017 2018 Agriculture 0.5% Fundraising Investments Others 4.6% 90 Industry 9.3%

70 65 Made with Trade 46.1% 56 58 53 55

41 38 37

Services 39.7%

2014 2015 2016 2017 2018

Fundraising Investments

Source: Brazilian Central Bank; Serasa Experian; EMPEA; SPC Brazil

Made with 40 39 36 36 35 34 32 32 30 30 27 27 26 25 23 23 21 21 22 20 20 19 20 20 18 18 17 17 15 15 15 15 15 15 15 14 13 14 13 12 12 12 12 10 10 10 10 A record number of Brazilian start- 8 8 5 ups reached unicorn status during Rate in% of entrepreneurship according to Brazilian unicorns - 2018 | 2019* 2018, valued at over US$ 1 billion and 2002 2003 2004 business2005 2006 2007 stage2008 -2009 Brazil2010 2011- 20022012 2013- 20172014 2015 2016 2017 attracting attention from local and Stablished enterpreneurs Starter enterpreneurs Total international venture capital funds, whether operating in Brazil or not. 40 39 36 36 35 Made34 with 32 32 30 30 Entrepreneurship has been surging steadily 27 27 26 25 in Brazil: among each 100 Brazilians, 36 are 23 23 21 21 22 entrepreneurs, and young people between 25 and 20 20 19 20 20 18 18 17 17 34 years old were the most active in setting up 15 15 15 15 15 15 15 14 13 14 13 12 12 12 12 new businesses, with 30.5% of Brazilians in this 10 10 10 10 age bracket owning and managing start-ups. 8 8 5

2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017 The Census on Brazil’s startup ecosystem *until October 2019 (conducted in 2017 by Startse*) found that most Stablished enterpreneurs Starter enterpreneurs Total start-ups had already moved beyond the initial stage and are maturing, validating solutions and Number of entepreneurs in each stage by age (# million) Brazil’s startup ecosystem seeking market niches for their operations. In Made with fact, they are even being set up with an eye to Starters Stablished international markets, reflecting a mindset that is Average age 2016 2017 seamlessly aligned with global trends. 10.5 of start-ups were founded between years Most of these initiatives are now in the capital- 2016 and 2017 intense validation stage. Furthermore, the main 6.4 6.5 source of funding for 91.8% is partner capital, 6.0 thus opening up great opportunities for venture 5.2 4.3 4.2 5.4% capital funds. 3.8 36% Hypothesis Business stage 38% stage 20.6% Validation Scale stage 1.9 stage

0.8

18 to 24 25 to 34 35 to 44 45 to 54 55 to 64 years old years old years old years old years old with participation of 779 companies and over 2,000 stakeholders (including investors and traditional companies).

Source: SEBRAE; Public Deals; STARTSE; GEM Brazil 2017 With signs of the economic recovery for Brazil and the M&A transactions announced in Brazil FY03-FY18 (US$ million) M&A transactions (only in december 2018) by sector outcome of its new government, 1.000 Education 4,00% the outlook for the next four Health services 6,00% 879 years is quite positive for M&A 800 799 812 Chemicals 6,00% 752 771 722 742 IT 29,00% transactions. 645 658 600 644 643 573 597 Mining 6,00%

400 415 389 Acquisitions are heading up M&A deals in Brazil, 337 Food & beverage 6,00% particularly among companies weakened by the recent economic meltdown. 200 Logistics 8,00% In 2018, Brazilian investors competed with their 0 foreign counterparts for 63% of announced Other services 15,00% minority purchases and acquisitions. 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017 2018 Retail 10,00% Public services 10,00% Nevertheless, foreign investors, particularly those in the US, continue to wager on M&A deals in Brazil. Made with

In 2008, of the announced transactions, 245 Top 5 sectors among announced transactions FY17-FY18 (US$ million) involved foreign capital, with the US, France and 2017 2018 Canada accounting for 48% of deals involving foreign capital in Brazil. 140 140 132 Foreign investors are expected to flock back to 120 Brazil, in parallel to a new surge of privatisation, 100 driving transactions and attracting the attention of global fund players. 80 % 60 The Brazilian M&A market is becoming increasingly 57 58 57 more mature in the IT segment, and is already a 53 51 45 43 benchmark for transactions among ERP vendors 40 [1] comprise mainly the consultant, 33 and on the start-ups market, encompassing mainly management, marketing sectors, among others; the consulting, administration and marketing 20 sectors, among others, together with public utility 0 [2] public utilities services, such as services such as energy and aviation. energy and aviation TI es o

uxiliar Financeir Source: PWC viços Públicos viços A viços de Saúde Ser Ser Ser

Made with Privatisations and concessions are priorities for Brazil’s new administration during the next four years. The denationalisation PPI projects* of Brazilian businesses may well offer investment opportunities in sectors that are strategic for the economy, with a wide diversity Ports 2.9% of assets available to private equity and infrastructure funds. 7.1% Highways

The Brazilian Government is forging ahead with its Investment Partnerships Programme (PPI), set up in 5.7% Railways 2016 to boost and buttresses interactions between the State and private enterprise through partnership 25.7% Others agreements and other State divestment steps. 5.7% Energy This Programme is intended to underpin the expansion of high-grade infrastructure in Brazil, with user-friendly tariffs, fostering fair competition across the board when establishing partnerships and Oil and gas rendering services involving foreign capital in Brazil. Mining

By year-end 2018, 105 bidding rounds had been held during the thirty months that the PPI had been Aviation in place, 42 of which were won by foreign companies, either alone or in consortium with Brazilian firms. Rising interest among international investors in infrastructure projects in Brazil is the outcome of an innovations plan designed to enhance the quality, appeal and juridical security of tender announcements and projects. 21.4%

The changes introduced include lifting the requirement for foreign companies to operate in partnerships with Brazilian firms. Furthermore, dialogue between the public and private sectors drew *It comprises 70 contributions for fine-tuning regulations, including Law Nº 13,448/2017, which allows inflows of new 25.7% projects in progress investments into existing concessions through anticipated extensions, and Law Nº 13,499/2017 that as of August 2019. allows adjustments to airport concession profiles. 5.7%

Moreover, the PPI is striving to streamline financing models and mechanisms, in order to attract international players, while ensuring that Brazilian projects are competitive with those in other countries. The outcome reflects confidence in Brazil among international investors.

Source: Investment Partnerships Programme (PPI) - August 2019 Background for Brazil The Bolsonaro Administration charged into its first year in office with a pro-business agenda that included major reforms, particularly the social security and tax systems.

Brazil’s new Ministry of Economy affirms that his administration will be based on four pillars:

Social Security Fewer constraints Simplified taxes Decentralisation of reform on the economy and privatisations State and Municipal Government funding

Brazil is eager to step up the share held by foreign trade in its GDP, rising to 30% over the next four years. To do so, it is determined to endow Brazilian companies with a keener international edge. Aspects earmarked as high priority are privatisation and concession programmes, together with civil service reform, pruning the administrative machine and enhancing efficiency, thus easing the weight of the State in the economy.

As reforms are approved in Brazil, significant inflows of direct and portfolio investments will appear as well. Investments of at least US$ 100 billion are waiting only for reforms to progress. Approval of tax and social security reforms is crucial for a Evolution254. 9of social security expenditure in Brazil FY10-FY18 (R$ billion) Composition of primary expenditure FY17 return to fiscal balance in Brazil, 2.4% underpinning the sustainability 586.4 2.5% 557.2 3.3% of its economic growth. 507.9 4.2% Social security Other expenses 436.1 8.2% 394.2 34.0% Personnel and social charges (actives) 357.0 316.6 Personnel and social charges (inactive) REFORMS UNDER DISCUSSION: 281.4 Social security (rural) 9.4% TAX AND SOCIAL SECURITY Health expenses Continued payment benefits

Unemployment insurance 9.5% Outlays on social security account for over half Social assistance (Bolsa família Programme) of Brazil’s primary federal budget. Only 10% of its Education spending 2011 2012 2013 2014 2015 2016 2017 2018 14.0% budget is allocated to education and healthcare, 12.6% which are sectors that are crucial to economic and social development. Made with Net debt of public sector and international reserves (%) of GDP FY10-FY18 The deterioration in budget outcomes has been worsened by rising public outlays and above all by Net debt of public sector (% of GDP) International reserves (% of GDP) soaring social security expenditures, explaining why Brazil’s net debt has ballooned. 53.8 51.6

46.2

38.0 35.6 34.5 32.2 32.6 30.5

19.8 20.3 20.1 18.2 15.1 14.6 14.8 13.0 13.5

2010 2011 2012 2013 2014 2015 2016 2017 2018

Source: Ministry of finance; Federal Budget Office; Brazilian Central Bank A welcome side-effect of Operation Car Wash is better compliance levels among local companies, dimming impressions that Brazil has a corrupt society. EMBI* Brazil performance (country-risk)

RISING LEVELS OF CONFIDENCE 600 Since its launch in 2014, the Operation Car Wash corruption clean-up drive has upped compliance 500 levels among Brazilian companies, as a way of preventing fraud while also showing markets, 400 investors and consumers that they obey the law. The steps taken since then – which led to prison sentences for corrupt executives and politicians 300 – are already presenting positive results in terms of perceptions of corruption in Brazil among 200 investors and the business sector.

100 At Petrobras, for example, steps taken during the past few years for dealing with corruption scandals and reducing the debt of this state-run 0 oil giant have helped rebuild investor trust, which is reflected in the value of its shares. 01/04/10 01/04/11 01/04/12 01/04/13 01/04/14 01/04/15 01/04/16 01/04/17 01/04/18 01/04/19

*Difference in the mean daily payback on Brazilian papers and return on US Treasury bonds.

Source: IPEADATA Background for Brazil SOLID GROUND FOR THE EXPANSION OF THE PE&VC INDUSTRY 2017/2018 UK Peru Chile Spain Israel Brazil Mexico Panama Jamaica Uruguay Republic Colombia Scorecard Argentina Costa Rica Costa Dominican

The regulatory context for setting up Equity Investment Funds (FIPs), tax treatment, Brazil’s Overall score 51 69 71 64 58 42 51 67 51 54 61 86 78 96 capital market and entrepreneurship are among Laws on PE/VC fund formation and the mainsprings of the private equity and venture operation 1 4 3 3 2 2 2 3 2 2 2 4 4 4 capital industry in Brazil, according to the LAVCA Tax treatment of PE/VC funds & Scorecard, prepared by the Association for Private investments 2 3 2 2 3 1 2 2 2 1 3 3 4 4 Capital Investment in Latin America . Protection of minority shareholder rights 2 3 3 3 2 2 2 3 2 2 2 4 3 4 Despite emphasizing the need to curb corruption, the Report acknowledges the efforts of the Restrictions on local institutional 1 2 2 3 1 1 2 3 2 3 2 4 3 4 Courts to punish offenders in fraud cases. investors investing in PE/VC Furthermore, the recent reform of Fund Protection of intellectual property rights 2 2 3 2 3 1 2 2 2 2 3 3 3 4 regulation by the Brazilian Securities Commission (CVM) was mentioned as a major step forward for Bankruptcy procedures/creditors’ the industry. rights/ partner liability 2 3 3 3 2 1 2 3 2 2 3 2 3 3

Capital markets development and feasibility of exits 2 3 3 2 2 1 2 3 2 2 2 3 3 4

Registration/reserve requirements on inward investments 3 3 3 3 3 3 3 3 3 3 3 3 3 3

Corporate governance requirements 2 3 3 3 2 3 2 3 2 3 2 4 3 4

Strength of the judicial system 2 2 2 2 3 1 2 2 2 1 3 4 2 4

Perceived corruption 2 1 1 1 3 1 1 1 1 1 3 3 3 4

Quality of local accounting/use of international standards 4 4 4 3 4 3 3 3 3 4 3 4 4 4

Entrepreneurship 3 3 3 3 2 2 2 2 2 2 2 3 2 3

Source: LAVCA PE&VC MILESTONES

Investments in PE&VC begin to firm up in Brazil during 1994, with the Real Economic Stabilisation Plan. Since then, local assets have continued to mature, with complete maturation cycles and 2000 Establishment of the Brazilian Private Equity steady inflows of international and Brazilian firms & Venture Capital Association (ABVCAP), into this segment. an entity striving to encourage long-term investments in Brazil through private equity 1997 and venture capital initiatives. Patria starts its private equity activities in Brazil Launch of the Inovar Innovation Project by the Studies and Projects Financing Agency (FINEP) linked to the Ministry of Science 1995 and Technology, in order to encourage 1994 Brazil’s National Social and Economic investment in technology-based firms and The Real Economic Stabilisation Plan Development Bank (BNDES) transfers the start-ups in Brazil. ushers in a stable currency, with first venture capital investment to RSTec, a inflation curbed by interest rates and fund focused on innovative small businesses fixed foreign exchange rates. and start-ups in Rio Grande do Sul State.

Issued by the Brazilian Securities Commission (CVM), Instruction Nº 209 lays down the regulations for the Emerging Companies Investment Fund (FIEE), designed as an investment channel for venture capital firms.

1980 During the 1980s, there are few managers GP Investment raises its first private in Brazil working only with venture capital. equity fund locally An Insper/Spectra survey showed that the outcomes of this strategy were unimpressive.

1976 A partnership between France’s Paribas and Brazil’s Unibanco, Brasilpar is known as the first company to encourage venture capital investments in Brazil.

Source: ABVCAP; Brazilian Central Bank; B3 PE&VC MILESTONES

Important steps for the progress of the industry However, Brazil’s political and economic turmoil are related to more favourable market conditions left foreign investors wary, highlighting the need resulting from better corporate governance for the maturation of its private equity industry. practices: (I) expansion of minority shareholder rights; (II) introduction of different listing segments Lessons learned during this crisis may encourage local institutional investors to comply with 2018 by B3; and (III) greater FIP stakes. Acquired for US$ 1 billion, the 99 ride- international standards, moving away from hailing company (mobility) becomes Prior to Brazil’s economic meltdown, its private involvement in investment committees and fine- Brazil’s first unicorn. equity industry was hamstrung by a handful of tuning fund selection processes, which may help 2017 bottlenecks that led to a split between funds promote a more sustainable alternative asset Private equity funds raise a record US$ focused on either local or foreign investors. industry in Brazil. 4.53 billion in 2017. Factors such as the presence of investors on 2016 investment committees, and management Replacing Instruction Nº 391, the CVM issues Instructions compensation based on management fees rather Nº 578 and Nº 579 with new regulations that unify and than performance fees, prevailed nationwide, update Equity Investment Fund (FIP) rules. One of these changes is the possibility of investing in limited liability hampering the full development of this sector. companies.

2015 An investment crunch in Brazil reflects an economic slowdown, with currency devaluation and political turmoil.

2008 Establishment of the BM&FBOVESPA Stock Exchange through merging the São Paulo Stock Exchange and the Commodities and Futures Market (BM&F) in Rio de Janeiro.

2007 Launch of the Criatec 1 Fund by the BNDES, in order to select, invest in and accelerate 36 technology-based firms in at least seven Brazilian States.

2003 Instruction Nº 391 issued by the CVM with a new regulatory framework ruling on the establishment, management and functioning of Equity Investment Funds (FIPs).

Source: ABVCAP; CVM Private equity & venture capital in Brazil With an upsurge in the amounts raised in Brazil, the relevance PE&VC fundrasing in Brazil FY18 (R$ billion) Fundrasing by modality FY18 (R$ billion) of foreign investors continued. Of the R$ 13.6 million raised Private Equity Venture capital Venture Capital 0.9 during the period, 83% was in foreign currency. 12.7

PE&VC FUNDRAISING

In 2018, the amount of private capital raised for 4.4 investments in Latin America almost doubled, as shown in the graph released by the Emerging 0.8 0.9

Markets Private Equity Association (EMPEA). In 2017 2018 Brazil, the amount raised by private equity and Private Equity 12.7 venture capital funds rose by 162% to R$ 13.6 billion, compared to R$ 5.2 billion in 2017. Fundraising in Latin America by strategy FY13 - FY18 (US$ billion) Fundraising by currency FY18 (%) As divestments increase, with more funds in their final stages that now are paying back 11.0 capital to their investors, it is natural for the uptake process to intensify; already apparent In R$ 17.3% 8.9 8.7 during the past couple of years, this process will continue in 2019. 6.0

International investors are vital for the Brazilian 4.5 4.5 PE&VC industry, accounting for 83% of funding raised in 2018.

2013 2014 2015 2016 2017 2018

Buy Growth Venture Capital In foreign exchange 82.7% Private Credit Infrastructure Real Assets

Source: ABVCAP/KPMG; EMPEA The appetite of private equity funds for investments in Brazil is back with a Total investment and as a percentage of Brazilian Amount of invested companies and average value of bang, spurred by economic recovery GDP FY11 - FY18 (R$ billion) investments in Brazil FY13-FY18 and a widespread need to raise capital for expansion, particularly among 18.5 medium-sized businesses. 17.6 132 14.9 15.2 117 13.3 13.5 11.8 95 AMOUNTS INVESTED 0.33 11.3 87 0.31 0.31 72 IN PE&VC 0.27 67 186 # R$ billion R$

0.23 0.23 GDP % of 175 0.2 159 157

R$ million 202 In 2008, consolidated data prepared by KPMG 0.18 101 and ABVCAP on the PE&VC industry reflected record-breaking venture capital investments of R$ 6 billion, up 150% over R$ 900 million in 2017. However, the total amounts invested by the 2011 2012 2013 2014 2015 2016 2017 2018 2013 2014 2015 2016 2017 2018 industry dipped from R$ 15.2 billion in 2017 to R$ 13.5 billion in 2018, for both private equity and Total Investment (PE&VC) % of GDP Average Value Amount venture capital.

Furthermore, there was a 15% increase in the Volume of investment in main sectors FY18 (R$ million) number of target companies over the period, reaching 202 compared to 175 in 2017. Among them, the sectors absorbing the highest amounts Health and farmacy 1,052.7 of funding in 2018 and Brazil were financial Financial Services 2,698.6 Logistics and transport 914.6 services, food and beverages, education, and Food and beverage 2,053.0 retail. Education 1,538.8 Agriculture 618.3 Retail 1,159.6 Energy 473.6 Total investments by PE&VC funds in Brazil topped Others 1,111.6 Infrastructure 418.0 R$ 13.5 billion in 2018, of which R$ 7.5 billion Real estate and civil construction 344.3 consisted of private equity and R$ 6 billion in IT 1,103.6 Industry (products and services) 44 venture capital, invested in 202 companies.

Source: ABVCAP/KPMG; Brazilian Central Bank The total amount of capital committed by the industry has Commited capital and available for investments in Commited capital by type of investor FY18 been rising steadily, still with PE/VC FY11-FY18 (R$ billion) a very significant share held by foreign capital, pension funds, and Total commited capital Available capital 10% Pension funds and institutional investors. institutional investors F 10% 170.3 individuals 154.3 153.2

COMMITTED CAPITAL – PE&VC 142.8 Corporate investors 126.9 Governmental 9% 50% In 2018, Total Committed Capital rose to R$ 170.3 100.2 agencies billion, up 10% over the previous year. These 83.1 Funds managed by 63.5 figures underpin the view that foreign and domestic 9% other managers 39.3 39.3 39.1 30.7 30.2 28.7 investors believe in the solidity of Brazil. 28.5 Others 22.7 8% Resources from the 4% fund manager Among new funds and others already raised but not 2011 2012 2013 2014 2015 2016 2017 2018 yet fully allocated, estimates indicate that private equity and venture capital managers have some R$ 39.3 billion available for investments in Brazil. Top 10 fund managers by total commited Commited capital in Brazil by origin FY11- capital in Brazil FY15-FY18 Made with FY17(R$ billlion) 10 largest Others The amount of committed capital in the PE&VC industry has been rising steadily since 2011, 10 largest Others National Foreign while the share held by foreign capital is 100 expanding steadily. 180 160 80100 32 32 140 80 39 40 39 120 60 44 32 32 100 39 40 39 4060 44 80 87.3 75.7 89.5 60 71.1 112.4 40.7 55.1 2040 40 34.3 20 67 60 59 55 67 60 020 0 29.6 42.4 45.1 55.8 65.9 67.1 64.8 57.9 2011 2012 2013 2014 2015 2016 2017 2018 201567 201660 201759 201855 201567 201660 0

2015 2016 2017 2018 2015 2016 Source:ABVCAP/KPMG; EMPEA In 2017, divestments reached a new high, continuing on through 2018, % Divestments per year FY11 -FY18 R$ billion Divestments in Private Equity R$ billion under the influence of a favourable IPO window that encouraged Brazilian Other PE exits PE exits through IPOs companies to go public, firming up as 13.7 100% 182 140 6,300 a feasible alternative for moving out of 90% investments. 80% 10.2 70% 60%

DIVESTMENTS – PE&VC 50% 6.0 5.8 5.7 40% 4.7 5.0 Reflected in the number of IPOs during the year, 3.6 30% divestments by private equity and venture capital 20% funds reached a historic high of R$ 13.7 billion in 10% 2018, up 34% over 2017. 0% 5,618 4,860 3,900 2011 2012 2013 2014 2015 2016 2017 2018 2015 2016 2017 Since 2017, Brazil’s capital market has proved more attractive for stock offerings, with thirteen Divestments in Brazil by sector FY13-FY18 (R$ million) Perfomance and average investment period by exit strategy FY17 companies spending the equivalent to R$26 Made with billion during the past two years on Brazil’s B3 Average investment period (years) IRR (%) Stock Exchange. Education 4,971.1 Health and farmacy 2,464.4 159 Divestments by private equity and venture Retail 1,029.5 capital funds reached some R$ 55 million in Logistics and transport 1,201.2 6.2 6.0 Energy 1,155.9 Brazil since 2011. Others 795.5 5.3 Infrastructure 668.6 Financial Services 505.2 4.5 4.7 Food and beverage 178.8 IT 172.6 Real estate and civil construction 161.5 Tourism and entertainment 150.7 Industry (products and services) 105.3 50 Agriculture 68.0 21 Telecom 40.0 0 10 3 (R$ Million) IPO Sale for Sale for Others Sale to strategic PE/VC business owner

Source: ABVCAP/KPMG; INSPER/SPECTRA; B3 While providing a feasible exit alternative for private equity and IPOs of PE invested companies FY08 - FY18 venture capital investments in Brazil, stock offerings also firmed up their position as one of the most profitable options, especially for investors continuing as partners and merely diluting their stakes.

DIVESTMENTS - PE&VC

In 2018, 61% of divestments (including partial sell-offs) by private equity funds were handled through stock market offerings. Funding raised by companies going public in Brazil (particularly in 2017 and 2018) reached R$ 26 billion, of which R$ 14.7 had private equity funds as investors, thus consolidating this exit alternative for private equity funds. Performance comparison: stocks which investors exited total ou partially compared to IBOVESPA Furthermore, as shown previously, divestment performances with market exits proved far superior to other options. When compared to the 189% 219% IPOVESPA Index, shares issued by companies with 105% 148% 101% 182% 116% private equity investors outperformed this Index. 99% Moreover, those retaining investor partners with 22% 30% only partial departures tended to move away from 62% 37% 21% 42% 31% 26% the Index, with much better performances. 26% 12% -11% 5% 14% 15% 27% 23% -6% 1% -15% -17% -28% 0%

2010 2011 2012 2013 2014 2015 2016 2017 2018

IBOVESPA Shares with no PE in an IPO Shares with PE continuing or full divestment of PE after an IPO

Source: B3 Disregarding prices in 2015 and 2016 that resulted from shrinking IRR of Brazilian PE/VC funds raised between 1982 and 2010 EV/ EBITDA of Brazilian transactions FY12-FY17 corporate profits during the recession, businesses with attractive Equity/ EBITDA Net debt / EBITDA Gross IRR US$ Gross MOIC USD valuations in private equity and max venture capital have remained the 159% 24.1x 0.7 norm in Brazil since 2013. 1st 51% 2.9x 2nd med 2.3 PROFITABILITY – PE&VC 20% 1.9x 3.2 rd 1.3 1.4 3 1.6 According to an Insper/Spectra study, the mean 8% 1.5x gross internal rate of return in US dollars of 4th Brazilian PE&VC funds is 22%, while the mean gross -100% 0x min MOI is 2.6x. Similar to the international industry, with performances scattered widely between best and 7.4 6.1 5.3 6.9 11.6 5.9 worst, the highest internal rate of return peaked at Mean 22% 2.6x 2012 2013 2014 2015 2016 2017 159% and the lowest dipped to -100%.

Despite recent crises, PE&VC deals performed well PE/VC deals performance in US$ between 1994 e mar-18 Proportion of Brazil/LATAM dedicated funds overall between 1994 and March 2018. The average raised in US$ or R$ FY00-FY17 gross multiple of invested capital (MOIC) in US$ was 2.6x and the median was 1.3x. The maximum MOIC for PE was 34x and 60x for VC (see Exhibit 7). More Total sample Private Equity Venture Capital US$ R$ than 60% of the deals had positive returns (with the MOIC topping 1.0x), and almost 30% returned more max max max than 2.5x invested capital (see Exhibit 8). Similar to 60.0 x 34.1 x 60.0 x 20 21 the global industry, VC deals had a high write-off of 1º 1º 1º 25 29 2.8 x 2.8 x 2.5 x 32

44%, but the 13% of deals with outstanding returns 2º 2º 2º 38 42 drove the mean MOIC to 2.3x for VC deals. med med med 46 1.3 x 1.4 x 0.4 x 50 53 55 56 3º 3º 3º 58 Particularly with its recent recession, Brazil offers great opportunities for private equity managers 0.18 x 0.8 x 0.0 x to invest in companies that have been poorly 4º 4º 4º min min min managed and under-capitalised, providing funds 0.0 x 0.0 x 0.0 x 90 80 100 75 71 44 100 50 79 54 47 58 68 42 10 45 that help them grow and bring in good returns. 100 62 100 Mean 2.6 x Mean 2.7 x Mean 2.3 x

2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017

Source: INSPER/SPECTRA; EMPEA As a result of the maturation process, some Brazilian private MOIC* of private equity investments equity and venture capital funds are in US$ in Brazil FY94 - mar 18 outperforming their counterparts in 38 the USA, as shown by Insper/Spectra surveys.

PROFITABILITY – PE&VC MOIC* of private equity investments in Brazil 19 The Insper/Spectra study indicates that private 17 (before and after 2015 crisis) equity investments generally performed well in 14 Brazil between 1994 and March 2018. Similar FY94-FY14 FY15-mar/18 to the international industry, there is a wide gap between the best and worst performing 6 3.2 managers. In the analysis, first and second 5 3 2.9 quartile funds in Brazil are classified as equal to 2.8 or better than the global industry.

Despite the recent economic slowdown, venture 0x 0x - 1x 1x - 2,5x 2,5x - 5x 5x - 10x Over 10x 2 capital investment returns have been improving 1.8 since 2015, compared with figures for 1994 through MOIC* of venture capital investments in % to 2014. Brazil (before and after 2015 crisis)

Although Brazil’s PE&VC industry is relatively young, FY94-FY14 FY15-mar/18 1 it has many experienced fund managers: 72% of the PE&VC firms in the sample are at least six years old; 8.3 40% were established more than ten years ago; 59% of them have set up two or more funds; and 34% 0 have set up three or more funds. US$ R$

The Brazilian PE/VC industry has been going through 4.8 a natural renewal cycle, and investors are learning % * Multiple of invested to be more selective in choosing a fund manager. capital (MOIC) 2.9 2.0

US$ R$

Source: INSPER/SPECTRA; ABVCAP Private equity & venture capital in Brazil As it matures, Brazil’s venture capital ecosystem has been Amount of invested companies and Commited capital and available for attracting rising numbers of average investment value in VC (#) investment in venture capital (R$ billion) foreign investors, who have Commited capital Available capital headed up the main startup 40 16.6 investment bidding rounds. 29 In 2018, venture capital 26 21 investments rose more than 19 8.3 13 12 12 11 6.1 sevenfold over figures for the 5.4 7 7 7 previous year. 4 3 R$ Billion 2.3 2.4 2 1.7

Others EdTech Up 567% over the previous year, new unicorns and Software AgriTech Fintech & Logistics AdTech & Energy & HealthTech RetailTech Pharmacy InsurTech Marketing ConstruTechMarketplace CleanTechE-commerce & BioTech 2015 2016 2017 2018 recent IPOs for local start-ups during 2018 hint at and transport Brazil’s importance on the venture capital stage. Venture capital investments in Brazil FY18 (R$ billion) Amount of invested companies and average investment As a result, the mean investment value rose value in venture capital FY15-FY18 (R$ million) significantly, in parallel to larger quantities as well. 6 Among these target companies, 33% are in the Amount Average value fintech and insurtech sectors.

As this industry matures, the appraisals of these 140 60 start-ups are also starting to rise. Established 120 51.4 more than five years ago, some of them are 100 42.9 now reaching maturity and starting to bring in impressive returns. 80 34.3 alue

60 25.7 age v Amount er v

40 17.2 A 1.2 0.9 0.8 20 8.6

0 0 2015 2016 2017 2018 2016 2016 2017 2018

Source: ABVCAP/KPMG Venture capital investments Global investment in venture capital Investment in main venture capital sectors in Latin are on the rise in Latin FY14-FY18 (US$ billion) America FY17 - 1H18 (US$ million)

America, despite significant Seed-angel Early stage Late stage Technology growth underinvestment, hinting at 540 massive potential for growth and 17 maturation by the local industry. 398 180 304 Venture capital investments are thriving all over the 26 world. Since 2017, Latin American start-ups have 8 12 been included among their main targets, resulting 100 80 in a VC investment boom in Latin America. 56 80 42 67 57

135 billion) (US$ Investment amount The fastest-growing sectors for start-ups in this 16 75 85 region include fintech, marketplaces, e-commerce 42 60 Fintech Logistics Marketplace Edtech Biotech/ Agtech and transportation technology, in parallel to 5 6 6 6 6 and transport Healthtech 2014 2015 2016 2017 2018 investments in technology focused on education and healthcare. Latin American investments investment in venture Start-up investment in LATAM FY17-FY18 Mexico and Brazil are Latin American favourites capital FY14-FY18 (US$ million) with venture capital investors, particularly new unicorns and major deals in Brazil. Investment amount Number of operations Others 1.8% 1,8K 350.0 Chile 1.8% Argentina 5.7% 1,6K 311.1 The main venture capital investment sector in Latin 1560 Mexico8.0% America is fintech, with US$ 540 million invested 1,4K 272.2 249 290 through 94 transactions between early 2017 and 1,2K 233.3 1141 Colombia 9.8% 197 the first half of 2018. 1K 194.4 186 182 0,8K 155.6 119 0,6K 111 594 116.7 526 Investment amount 500 Number of operations 0,4K 69 387 425 77.8 Investment amount (US$ billion) (US$ Investment amount 0,2K 143 38.9 Brazil 72.9% 0 0 2011 2012 2013 2014 2015 2016 2017 2018* figures refer to the estimate based on June 2018 Source: Crunchbase; LAVCA Foreign investors have been MAIN VENTURE CAPITAL DEALS IN BRAZIL 2019-2018 active players in Brazil’s 2019 INVESTOR(S) TYPE VALUES (MILLION) TARGET COMPANY SECTOR investment rounds. According Softbank; General Atlantic; Atomico; Valor Capital Group Investment $ 300 Gympass Services to Consolidated Data released by KPMG and ABVCAP, 211 Softbank Investment $ 200 Creditas Fintech companies were targeted by Softbank; Microsoft; GGV; Fifth Wall; Velt Partners Investment $ 150 Loggi Logistics venture capital investments, Monashees Capital; 500 Startups Investment $ 150 Grow Mobility with the fintech and insurtech QED Investors; Invus Opportunities Investment R$ 87 Escale Services sectors particularly noteworthy. Riverwood Capital Investment R$ 80 Omie IT

Point72 Ventures; IFC; Quona Capital Investment R$ 75 Contabilizei Fintech Andreessen Horowitz; Thrive Capital; Monashees Capital; Some of the main public transactions are listed Investment $ 70 Loft Marketplace Canary; Valor Capital Group; Fifth Wall; QED Investors below for this period, with the IT and fintech Redpoint Eventures; Intact Ventures Investment $ 60 Minuto Seguros Insurtech sectors accounting for 62% of total top deal values. (considering investments whose values were disclosed). 2018 INVESTOR(S) TYPE VALUES (MILLION) TARGET COMPANY SECTOR

DST Global; Redpoint Eventures Investment R$ 495 Nubank Fintech

Naspers; Innova Capital Investment $ 400 Ifood Marketplace

General Atlantic; Kaszek Ventures; Qualcomm Ventures Investment R$ 250 Quinto Andar Marketplace

Tencent Investment $ 200 Nubank Fintech

Naspers; Innova Capital Investment $ 124 Movile IT

Softbank Investment $ 100 Loggi Mobility

FTV Capital Investment R$ 99 Ebanx Fintech

Temasek Investment R$ 95 Bionexo Health Tech

IFC; TheVentureCity; Ventech Investment R$ 72.6 RecargaPay Fintech

Monashees Capital; Omidyar Network Investment R$ 72 Banco Neon Fintech

GGV Capital; Monashees Capital; Base10 Capital; Investment $ 63 Yellow Mobility Glass 5 Global

Source: AVCAP – Public deals

Its wide diversity of sectors with significant size and appeal Amount of investment - main sectors FY18 (R$ million) rank Brazil among countries with massive potential for Financial services 2,699 absorbing PE&VC investments, Food & beverage 2,053 underpinned by a huge Education 1,539 domestic consumer mass, Retail 1,160 particularly when compared to Others 1,112 the global market. IT 1,104

Health & pharmacy 1,053 Its vast land surface with huge areas of arable land under cultivation and ample natural resources Logistics & transport 915 rank Brazil among the countries with a broad range Agriculture 618 of well-developed sectors that offer promising opportunities for private investments, buttressed Energy 474 by the size of its population. Infrastructure 418

Gaps in the development of the Brazilian economy Real estate & civil construction 344 and society make sectors such as healthcare, Industry (products and services) 44 education and infrastructure particularly attractive. (R$ Million)

Noteworthy among the transactions examined by One of the world’s largest consumer markets, Brazil stands out in some specific sectors: ABVCAP and APEX in their consolidated report for 2018, food and beverages, education, and financial services and absorbed the largest amount of rd th th th investments. 3 4 5 6

Despite Brazil’s weak track record for new Social network Household Medical devices Pharmaceutical technology development, fintech and agtech are Beauty care appliances products Biofuel very well developed, for example. Computers

FONTES: ABVCAP/KPMG Retail performance compared to country’s GDP FY18 (%) In addition to generating Restricted retail GDP the largest number of jobs 10.9 nationwide, Brazil’s retail 9.7 9.1 sector has returned to growth 8.4 7.5 at impressive rates, keeping 6.7 6.1 5.9 pace with global trends in 5.2 4.3 consumption modernisation. % 3.0 2.7 2.7 2.2 1.9 2.0 1.3 1.1 0.5 Retail accounts for almost 50% of Brazil’s GDP. -4.3 -6.2 -0.2 After a lacklustre performance undermined by economic turbulence, this sector is tagged as

-3.3 one of the most promising over the next few -3.5 years, as Brazil returns to growth, with recent 2007 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017 2018* — figures calculated based on transaction volumes buttressing this trend. average reported until November

Brazil’s retail sector is particularly attractive for investments, due to a massive domestic Average unemployment and SELIC rates forecast FY16-FY22e (%) Debt Level and Household Consumption Intentions consumption market with a population of almost 210 million and outlays on consumption topping Average unemployment rate Average SELIC rate Household consuption forecast Household debt Household consuption forecast Household debt R$ 4 trillion in 2018. 160 65 14.2 160 65 Average unemployment rate Average SELIC rate 140 140 136 61.2 61.2 Signs indicating that the electoral uncertainties 136 12.7 12.3 12.1 129 129 14.2 of 2018 are fading include rising family 120 120 123123 57.5 57.5 11.5 11.6 11.0 consumption, new jobs being generated and an 12.7 12.3 12.1 100 53.7 10.2 100 93 53.7 expanding wage mass, with rosy prospects for % 11.5 9.9 11.6 11.0 % 93 86 80 50

77 86 % 7.3 7.8 7.8 73.3 the retail sector in 2019. 10.2 80 Index 50 77 % % 9.9 6.5 6.5 % 73.3 Index 60 46.2 7.3 7.8 7.8 60 45.9 46.2 6.5 6.5 40 45.7 42.5 43.1 44.7 43.3 45.7 45.9 40 20 41.5 41.7 38.7 42.5 43.1 44.7 43.3 2016 2017 2018 2019e 2020e 2021e 2022e 20 0 41.5 41.7 35 38.7 2016 2017 2018 2019e 2020e 2021e 2022e 2012 2013 2014 2015 2016 2017 2018 0 35 2012 2013 2014 2015 2016 2017 2018 Source: IBGE; Itaú BBA; Brazilian Central Bank; CNC Amount of retail investment and Main retail public transactions divestment in Brazil FY13-FY18 (R$ billion) in Brazil 2018- 2019 With many small firms still operating regionally, this sector PE/VC Investors Type Value (R$ million) Target company Investments Divestments offers solid opportunities for PE Advent International Investment 1,900 Walmart Brasil 2.0 Máquina de vendas investors interested in the PE Starboard Investment 250 (Ricardo Eletro) 1.7 Brazilian market. PE H.I.G Capital Investment 16.1 Elekeiroz

PE Vinci Partners Divestment Undisclosed Inbrands

1.2 1.2 1.2 The National Confederation of Commerce (CNC) PE DXA Investimentos Divestment Undisclosed Zee dog forecasts 5.6% growth in extended retail sales for 1.0 0.9 PE Axxon Group Investment Undisclosed Westwing 2019, and 3.0% in restricted retail. As economic R$ million 0.7 PE Partners Group Investment Undisclosed Hortifruti activity picks up pace, the effects of family 0.6 consumption on Brazil’s GDP will spur this uptrend 0.4 PE DXA Investimentos Divestment Undisclosed Zee dog in retail sales. 0.2 PE Axxon Group Investment Undisclosed Westwing 0.1 PE Partners Group Investment Undisclosed Hortifruti With many assets available on the market that 2013 2014 2015 2016 2017 2018 is still consolidating, and with rising needs for management model modernisation in order to PE/VC Investors Type Value (R$ million) Target company keep pace with new consumption trends, Brazil’s Confidence Index VC Foundation Capital Investment 26.4 Grabr retail sector will benefit greatly from the interest of the private equity industry in this sector. VC Monashees Capital; Canary Investment 19 Volanty Consumer confidence index Trade confidence index 110 VC Valiant Capital Investment 15 Gaveteiro Red Point E.ventures; VC Investment Undisclosed Repassa 100 Bossa Nova nvestimentos Red Point E.ventures; VC Investment Undisclosed Repassa 90 Bossa Nova nvestimentos

80 PTS

70

60

50

y-15 v-15 y-16 v-16 y-17 v-17 y-18 v-18 Jul-15 Jul-16 Jul-17 Jul-18 Jan-15Mar-15Ma Sep-15No Jan-16Mar-16Ma Sep-16No Jan-17Mar-17Ma Sep-17No Jan-18Mar-18Ma Sep-18No Jan-19

Source: ABVCAP/KPMG; FGV; ABVCAP -Public deals Although illiteracy has been Illiteracy rate of the Brazilian population aged 10 years and over FY07-FY15 (%) shrinking during the past few years, the education sector still needs reforms.

10.0 Among the main issues some stand out: seven of ten students graduate at high school with insuficient knowledge in portuguese and mathematics and only 4% of Brazilian counties achieved high school average grade of 4,7 (in a 0 7.5 to 10 scale), according to IEDE (Basic Education Development Index) data of 2017.

Another major problem is dropping out of high 5.0 school, prompted partly by young people’s need to enter the job market and partly by Brazil’s hidebound education system, with little technology, ramshackle infrastructure, limited autonomy and ill-paid teachers, resulting from 2.5 poor management and tangled red tape.

0.0 2015 2008 2009 2011 2012 2013 2014 2015

Total Men Women

Source: IBGE; OCDE Public education expenditure as a % of GDP FY14 7 Private investments could fill some gaps, such as poor use of 6 public funding and investments in professional training and 5 qualification, together with 4 infrastructure maintenance. 3 %

Despite above-average government spending 2 on education, compared to other countries in

Latin America and the Organisation for Economic 1 Cooperation and Development (OECD), nations investing less per student outperform Brazil in the 0

IRL ISR FIN ISL Programme for International Student Assessment IDN JPN CZE CHL SVK LUX ESP ITA DEU LTU TUR AUS COL SVN USA POL LVA NLD CAN KOR EST AUT CHE NZL FRA GBR ARG PRT SWE BEL NOR DNK HUN MEX OECD BRAZIL (PISA) tests run by the OECD.

Achieving best spending efficiency is key to solve some of Brazilian main problems, such as low Average in sciences, mathematics and reading, deviation from the OECD mean (%) learning, school dropout and poor training of 60 teachers, that could be improved by an increase 40 of volume invested, spectially if focused to the development of scalable solutions. 20 % 0

-20

-40

-60

-80

-100

-120 CRI ISR ITA ISL IRL FIN PER IDN COL MEX URY TUR CHL GRC SVK HUN USA LUX LVA ESP RUS SWE PRT CZE GBR AUT FRA AUS NZL NOR DNK SVN BEL POL DEU NLD CHE EST CAN JPN DNK BRAZIL

Source: IBGE; OCDE Edtechs in Brazil MAIN PUBLIC EDUCATION DEALS IN BRAZIL FY18 VALUES TARGET YEAR MODALITY INVESTOR(S) TYPE SECTOR (R$ MILLION) COMPANY Somos In this context, edtechs are 2018 PE Tarpon Investimentos Divestment 4,100.0 Education Basic education Free courses Corporate Educação Somos on the rise in Brazil and can 2018 PE GIC Divestment 1,730.0 Education Educação help greatly in the education 2018 PE Carlyle; Vinci Partners Divestment 380.0 Uniasselvi Education Uniasselvi system while cutting costs 2018 PE Neuberger Berman Investment 380.0 Education 47% 19% 8% (Treviso) and introducing technologies 2018 PE Advent International Investment 355.0 Estácio Education Faculdade 2018 PE Advent International Divestment 300.0 Education that enhance the efficiency Serra Gaúcha College education Language education Acting in more than 2019 PE Kinea Investimentos Investment 200.0 Wiser Education of education business one segment management, while also 2018 PE Invus Opportunities Investment 54.0 Descomplica Ed Tech 2018 PE H.I.G. Capital Investment 20.0 Cel.Lep Education proposing formats that are 6% 4% 14% 2019 PE Invest Tech Investment Undisclosed ClipEscola Ed Tech Crescera Investimentos more modern and interesting 2018 PE Investment Undisclosed UninovaFapi Education (Ex-Bozano) to students. 2018 PE Kinea Investimentos Investment Undisclosed Grupo A Education

VALUES TARGET YEAR MODALITY INVESTOR(S) TYPE SECTOR (R$ MILLION) COMPANY Brazilian Edtechs expertise In addition to private education groups that 2018 VC Invus Opportunities Investment 54.0 Descomplica Ed Tech Elephant Ventures; Peak have been consolidating colleges and schools Content production 2019 VC Investment 16.0 Mosyle Ed Tech 61.6% Ventures Google AI Impact nationwide, edtechs are expanding their scope Data collection and processes 2019 Corporate Investment 3.0 Hand Talk Ed Tech 18.9% Challenge in this context. In 2018, there were 364 of them Agenda Edu/ Data monitoring and management 4.9% 2018 VC Domo Invest Investment 3.0 Ed Tech mapped nationwide: 73% of Brazilian States have Agenda Kids Content sale and distribution 4.7% 2018 VC Inseed Investments Investment 2.6 Playmove Ed Tech at least three and only one State has no initiatives Kviv Ventures; Bossa Virtual and augmented realities 1.9% 2018 VC Investment 2.5 Hand Talk Education of this type at all; 70% work with the Software as a Nova Investments Escola em Coaching and carreer planning 2018 VC Cedro Capital Investment 2.0 Education Service (SAAS) model. 1.6% Movimento Communication and interaction tools 1.4% 2019 VC MSW Capital Investment 0.8 Voa Educação Ed Tech

Targeted for investment by General Atlantic, in 2018 Hardware and devices 0.8% 2019 VC Diversos Gestores Investment 0.2 Jovens Gênios Ed Tech Samsung Creative Arco became Brazil’s first education start-up to go Didatic and classes planning 2019 Corporate Investment 0.2 Olivas Ed Tech 0.8% Startups public on Nasdaq, raising some R$ 800 million. Starter Acceleration Exams 2019 Corporate Investment ( - ) Já Entendi Ed Tech 0.8% Program (EDP) Development of pratical abilities 0.5% 2019 Impact Yunus Negócios Sociais Investment ( - ) 4You2 Ed Tech With investments in Brazil’s education sector topping R$ 1.5 billion in 2018, its elementary Adaptive teaching 0.5% 2018 VC Cedro Capital Investment ( - ) Kanttum Ed Tech Vox Capital; E.bricks Early 2018 Impact Investment ( - ) Editora Sanar Ed Tech education market still offers many opportunities Stage to private equity groups. Still very fragmented, 2018 VC Garan Ventures Investment ( - ) Estuda.com Ed Tech Agenda Edu/ this sector nevertheless posted throughflows of 2018 Impact Omidyar Network Investment ( - ) Ed Tech Agenda Kids R$ 60 billion. FCP Innovacion; Ameris; 2018 VC Investment ( - ) TriCiclos Education Small Giants

Source: ABStartups; ABVCAP As its population ages at a fairly Brazilian population projection and life Total public healthcare expense (% of GDP) expectancy at birth FY11-FY22e rapid rate, public investments Brazil nite inom een nite tates Life expectancy at birth Brazilian population are not keeping pace with the aerae L aribbean aerae needs of Brazil’s healthcare system. 220 78.0

215 77.1

a 210 76.3 The number of elderly Brazilians will increase by 205 75.4 an average of 2.7% a year through to 2060, far asileir 200 74.6 outstripping the average growth of the general GDP % 195 73.7 expectancy (years) Life

a de vida ao nascer ao vida de a population (0.2%). By 2030, it is estimated that population (million) Brazilian 190 72.9

opulação br seniors will exceed the number of children P 185 72.0

between 0 and 14 years of age. As people get older, Expectativ

2011 2012 2013 2014 2015 2016 2017 2018 risks of disease rise significantly, with an estimated 2019e 2020e 2021e 2022e half of the population over 65 years old having at least one chronic disease. % population diagnosed with diabetes and Total healthcare expense (% of GDP) Total outlays on healthcare currently account for hypertension 2013 some 8% of Brazil’s GDP with 4.4% being private Brazil nite inom een nite tates (55% of the total) and 3.8% public (45% of the HYPERTENSION DIABETES aerae L aribbean aerae total), according to data released by the World ural ural Bank. Despite its universal healthcare system, rban rban expenditures differ from those in the more developed countries with similar systems, such as the UK and Sweden, where government spending is higher. A study published in 2018 by the Revista Pan- GDP % Americana de Saúde Pública journal calculated that Brazil could reach its target of investing 6% of its GDP in the government spending on healthcare in only 2064, with its current 18 – 29 Y.O. 30 – 59 Y.O. 60 – 64 Y.O. 65 – 74 Y.O. 75 Y.O. OR + economic growth forecast.

Source: IBGE; World Bank Presumed revenues comparison between categories Target audience of Brazilian healthtechs Healthcare administration problems – particularly in Brazil’s national health network 1.4% 1.4% that clusters 75% of users 2.8% B2B2C (to business 18.3% – offer fertile ground for to cliente) healthtechs providing disruptive B2B (business) solutions that are aligned with 47.9% B2C (consumer) global trends. B2S (startups) P2P (consumer) B2G (governement) In 2018, Brazil’s healthcare sector posted R$ 3.5 ices 28.2% etplace thers ables o Bi ata ar elemeicine billion in investments and divestments. One of the ear ealth eucation eical e most significant deals in this sector was the sale of anaement ianosis an harmacy elationship ith patients part of its Intermédica stake by Bain Capital, with an almost sixfold increase in the capital invested in this healthcare operator in under four years. Made with

Selling off some of its shares through an IPO in Sectors scalability April at a price 58% higher than eight months earlier, this US private equity manager has already Average assumed revenue/ number of employees pocketed more than double its invested capital.

R$ 275k R$ 389k R$ 402k R$ 417k R$562k Others Health Management Relationship Telemedicine education & PEP with patients

Source: ABStartups The health sector is among the MAIN PUBLIC HEALTHCARE DEALS IN BRAZIL FY18 most benefited by technology development, aiming to YEAR MODALITY MANAGERS TYPE VALUES (MILLION) TARGET COMPANY SECTOR promote the well-being and 2018 VC Temasek Investment R$ 95.0 Bionexo Health Tech increase of people’s quality of 2019 VC DNA Capital Investment R$ 20.0 Feegow Health Tech life. 2018 VC Discovery Capital; Btov Investment R$ 19.0 Vitta Health Monashees Capital; Qualcomm 2018 VC Investment R$ 14.7 Hi Technologies Health Tech Ventures Creative Startups, Samsung’s startup acceleration 2019 VC Fundo Miletus Investment US$ 5.0 Braincare Health Tech program in partnership with the National 2019 Impact Kviv Ventures Investment R$ 5.0 Nutrebem Health Association of Innovative Enterprises Promoting 2019 VC Indico Capital Partners Investment R$ 2.0 Zenklub Health Tech Entities (Anprotec) and the Korean Center for Creative Economy and Innovation (CCEI), selected 2019 Corporate Libbs Farmacêutica (Portas Abertas) Investment US$ 1.0 Pluricell Health Tech some healthtechs to receive investment of up 2019 Corporate Samsung Creative Startups Investment R$ 0.2 Epistemic Health Tech to US$ 200 thousand for product and service 2019 Corporate Samsung Creative Startups Investment R$ 0.2 Keep Smiling Health Tech development. 2019 Corporate Samsung Creative Startups Investment R$ 0.2 Alltism Health Tech Wheelchair expression control, children’s language 2019 Corporate Samsung Creative Startups Investment R$ 0.2 Realvm Health Tech stimulation and seizure monitoring were some of the solutions chosen for the 4th round of 2018 Impact Vox Capital DesInvestment ( - ) TEM Health acceleration of the program, held in Brazil in 2019. 2018 VC Canary Investment ( - ) Go Good Health 2018 VC Kick Ventures Investment ( - ) Anestech Health Epistemic, for example, one of the startups Red Point E.ventures; Endeavor contemplated by the project has created an app 2018 VC Investment ( - ) Gesto Health Catalyst for managing epilepsy seizures, in which patients 2018 VC Cedro Capital Investment ( - ) Imedicina Health Tech can record it, possible triggers and symptoms that can be analyzed in detailed reports by their doctors, increasing their well-being, helping to YEAR MODALITY FUND MANAGER (S) TYPE VALUE (BILLION) COMPANY SECTOR control a disorder that already affects more than 60 million people worldwide. 2019 PE Starboard Investment R$ 150.0 Agemed Healthcare Centro Clínico 2019 PE Kinea Investments Investment R$ 150.0 Healthcare Gaúcho (CCG)

Source: ABVCAP – Public deals Fintech investment percentage by Fintech investments in venture capital by stage of business 4T17 continent 1T17-1T18 (US$ million) Brazilian fintechs are revolutionizing the payments North America Asia Europe South America market, creating lower-cost Others 9% smart solutions for a segment 2,469 that is packed with traditional Expansion stage 2,170 2,080 2,066 banks. 22% 2,023

1,373 Brazilian fintechs are playing a leading role through 1,289 creating solutions that are reshaping the future InitialInitial statestage for companies and consumers. Regulatory changes 900 933 59% 849 are spurring competition, with the arrival of new 681 701 players stirring up this industry. Intermediate 519 497 stage 10% A heavyweight banking sector opens up 271 103 many opportunities for newcomers in Brazil, 35 41 12 introducing innovative technologies and operating 1T17 2T17 3T17 4T17 1T18 independently of traditional financial institutions. With lower costs and more flexibility, fintechs can pass these benefits onto their users. It is Main segments of Brazilian fintechs FY18 (%) believed that, by 2020, fintechs may well take over more than 20% of transactions that are currently handled by financial institutions all over the world.

In 2013, the Brazilian Government promulgated Law Nº 12,865, authorizing the Brazilian Central Bank to serve as a regulator. At the same time, a new regulatory framework was issued, introducing the concept of payment accounts and arrangements. These new regulations are intended to create competition through non-discriminatory treatment of participants, in addition to a focus on protecting merchants, offering them a free choice of institutions for depositing funds and the mechanisms designed to protect their receivables. thers nsurance xchane ccountin iital ban ultiserice Lenin rofunin obile ayment iital currency inancial fficiency reit an inancin inancial manaement Source: PWC; CB INSIGHTS nestment manaement With Brazil heading up fintech Number of investments in fintechs in LATAM FY17-1H18 Users of main fintechs worldwide FY18 (thousand) investments in Latin America, solutions based on loans and sers (thousan) payments platforms are still attracting the most attention from investors.

Fintech is the Nº 1 for venture capital investments in Latin America, with US$ 540 million invested in 94 transactions between 2017 and mid-2018. During the first half of 2018, Brazil continued to head up the fintech sector in Latin America, with Nubank’s US$ 150 million outstripping many other Brazil exico rentina hile eru olombia thers y fintech investments in the region. Although an a o o ar olut Loot eon imi anem onz hime eenliht onese e uban outlier in terms of business size, the Nubank deal unar L r spotlights the rising interest of VC investors in tarlin Ban Brazil, viewed as a fintech innovation epicentre in Latin America.

Loans and payments platforms continue to dominate investor interests in Brazil and – more broadly – in Latin America.

A recent KPMG report indicated that investments in financial start-ups peaked last year at a record US$ 111.8 billion, compared to US$ 50.8 billion entering this sector in 2017. The study credits much of these results to mergers and acquisitions.

Source: LAVCA; CB INSIGHTS Deals involving Nubank, MAIN FINTECH TRANSACTIONS IN BRAZIL FY18 PagSeguro and Stone, among YEAR MODALITY MANAGERS TYPE VALUES (MILLION) TARGET COMPANY others, ranked Brazil as one of 2018 VC DST Global; Red Point E.ventures Investment R$ 495.0 Nubank the major markets worldwide, 2019 VC Softbank Investment US$ 200.0 Creditas as technology endows fintech 2018 VC Tecent Investment US$ 200.0 Nubank businesses with a global reach. 2018 VC FTV Capital Investment R$ 99.0 Ebanx

2019 VC Point72 Ventures; IFC; Quona Capital Investment R$ 75.0 Contabilizei

New players, particularly fintechs, are bridging 2018 VC IFC; TheVentureCity; Ventech Investment R$ 72.6 RecargaPay the gap left by traditional financial institutions 2018 VC Monashees Capital; Omidyar Network Investment R$ 72.0 Banco Neon and contributing to financial inclusion. There is a 2018 VC Vostok Emerging Finance; Santander InnoVentures; Amadeus Capital Partners Investment R$ 55.0 Creditas rising trend in foreign investments among Brazilian fintechs, with China’s TenCent investing listing US$ 2019 VC Vostok Emerging Finance; Atlant Fonder; Dunross & Co Investment R$ 42.0 Finanzero 180 million in Nubank. 2019 VC Ribbit Capital; Kaszek Ventures; Chromo Invest Investment R$ 25.0 Warren

2018 VC Innova Capital Investment R$ 22.0 Bom pra Crédito In October 2018, the Stone IPO drew shareholders 2018 VC Quona Capital; Monashees Capital Investment R$ 20.0 Biz Capital that included Berkshire Hathaway, Warren Buffett, Gávea Investimentos and Alibaba Group subsidiary 2018 VC Movile Investment US$ 18.3 Zoop

Ant Financial. At the start of the year, PagSeguro 2018 VC Vostok Emerging Finance; Monashees Capital Investment R$ 17.0 Magnetis raised US$ 2.3 billion through its IPO on the New 2018 VC IFC Investment R$ 15.0 Koin York Stock Exchange. 2018 VC Chromo Invest Investment R$ 15.0 Biz Capital

2018 VC Prosegur Tech Ventures Investment R$ 15.0 Concil

2018 VC Vostok Emerging Finance Investment R$ 12.0 Finanzero

2018 VC E.bricks Early Stage Investment R$ 10.0 F(x)

2018 VC Monashees Capital; Canary; Mercado Livre Investment R$ 9.0 IDWall

2019 VC Yellow Ventures; Osher Tech; DGF Investments; 42K Investments; Chromo Invest Investment R$ 8.0 Adianta

2019 Impact Vox Capital Investment R$ 6.0 Celcoin

2019 VC Monashees Capital; Mindset Ventures; Banco Votorantim Investment US$ 6.0 Weel

2018 VC Valorem Financial Investment R$ 6.0 Par Mais

Source: ABVCAP – Public deals

VENTURE CAPITAL NUBANK 3rd ROUND Sector: Fintech Date: June 2nd, 2015 Established in 2013, Nubank is a Brazilian Value: US$ 30 million start-up that is breaking fresh ground in the Type of investment: Series B financial services segment, functioning as a Participants: Tiger Global Management, Sequoia credit card operator and digital bank with Capital, Kaszek Ventures and QED Investors. operations in Brazil. 4th ROUND Date: January 7th, 2016 1st ROUND Value: US$ 52 million Date: July 5th, 2013 Type of investment: Series C Value: US$ 2 million Participants: Founders Fund, Sequoia Capital, Type of investment: Seed round Kaszek Ventures and Tiger Global Management. Participants: Sequoia Capital and Kaszek Ventures. 5th ROUND 2nd ROUND Date: December 6th, 2016 Data: September 25th, 2014 Value: US$ 80 million Value: US$ 14,3 million Type of investment: Series D Type of investment: Series A Participants: DST Global, Founders Fund, Ribbit Participants: Sequoia Capital, Kaszek Ventures, Capital, Sequoia Capital, Tiger Global Management and Nicolas Berggruen, QED Investors and Gene Lockhart. Redpoint Ventures. VENTURE CAPITAL 6th ROUND Keenly aware of this reality and reacting to the lack of efficiency and transparency in traditional banks, Nubank was set up in 2013 by three Sector: Fintech Date: March 1st, 2018 executives, only one of whom was Brazilian: Cristina Junqueira. Its CEO, Value: US$ 150 million David Vélez is a Colombian businessman with a Stanford degree, who was Type of investment: Série E a partner in the Sequoia Capital funds, which was the first major investor Participants: DST Global, QED Investors, in this company. Through a business model based on intensive use of Thrive Capital, Founders Fund, Redpoint Ventures, technology, fee-free credit cards and interest rates lower than those on the market, Nubank showed that it is possible to offer good-quality credit Dragoneer Investment Group and Ribbit Capital. cards without abusive rates, while also allowing customers to understand what is happening with their expenditures. 7th ROUND Date: October 8th, 2018 Value: US$ 180 million Participants: Tencent Holdings TRACK RECORD & RESULTS During its first few months, Nubank absorbed US$ 2 million from the Sequoia Capital investment fund where Vélez was working. By September 2014, Sequoia Capital headed up a round of Series A OPPORTUNITY investments of US$ 14.3 million, with stakes taken by major funds and Brazil’s tightly-concentrated banking sector is a reality that is opening international investors. The third round was held in June 2015, where up many opportunities for tech-dense newcomers whose operations are Nubank raised a further US$ 30 million, bringing Tiger Global on board, not connected to banking institutions. These fintechs benefit from their with this US fund being one of the major players on the global digital flexible, low-cost structures, and are able to transfer these benefits to market. In 2015, it posted losses of R$ 32.7 million. However, the their users. It is believed that, by 2020, fintechs may well be handling upbeat attitude of its investors was explained by the growth of its total more than 20% of transactions that are currently the purview of revenues, soaring from R$ 2 million in 2014 to R$ 26.8 million. financial institutions all over the world VENTURE CAPITAL

TRACK RECORD & RESULTS Sector: Fintech During its fourth round of investments in January 2016, it was valued at US$ In 2018, Nubank was licensed to set up a financial institution that would 500 million (after less than two years in operation) and absorbed US$ 52 allow it to raise funds directly from its customers, with a potentially million in investments, headed by the Founders Fund, which was one of the lower funding costs. In March, it held its sixth round of investments early investors in Facebook. With a fifth round of investments in December (Series E), appraised at US$ 2 billion and raising US$ 150 million. 2016, Nubank raised US$ 80 million. This round was headed by the DST Global Subscriptions were headed by DST Global, with stakes taken up by fund, making its first investment in South America, and as well as stakes existing investors – Founders Fund, Redpoint Ventures, Ribbit Capital taken by other funds such as Redpoint Ventures and Ribbit Capital. Although and QED – as well as newcomers: Dragoneer Investment Group and this cash injection represented 53% of its shares with voting rights, its Thrive Capital. After reaching the milestone figure of 1.5 million NuConta funding partners retained control. In 2016, Nubank posted net losses of R$ account-holders, in June 2018 this fintech announced its digital Nuconta 122 million, with operating revenues of R$ 77.09 million, significantly higher account for people who are not card users. than the R$ 10.4 million posted the previous year. In October, China’s Tencent technology giant invested some US$ 200 In 2017, Nubank was licensed by the Brazilian Central Bank to operate as a million in Nubank, acquiring a 5% stake. This investment was divided payment institution. It also launched its own Nubank Rewards programme into two segments: US$ 90 million in direct investment and the remaining for its customers, with points that never expire and can be credited against US$ 90 million through purchases on the secondary market. For this certain billing expenditures. In October, Nubank launched its Nuconta, which transaction, Nubank was appraised at US$ 4 billion – twice the figure in is a current account with an automatic yield of 100% the Interbank Deposit March. In China, Tencent earns the WeChat messaging app that is the Certificate (IDC), offering wire transfers (TED), and unlimited settlement of most widely used in Brazil, assessed by the market at US$ 370 billion, payment slips and utility bills accounts free of charge. In late 2017, it raised and the second-largest technology company in China. The investment R$ 250 million through a Credit Rights Investment Fund (FIDC), with an by this Chinese tech giant will help this Brazilian fintech fine-tune its AA- rating and a senior unit payback rate of 130% of the Interbank Deposit technology, offering more products and services, while also upgrading Certificate (IDC). Ranked as one of Brazil’s most successful fintechs, Nubank user experiences. Just over a year after the introduction of the NuConta posted losses of R$ 117 million, while its operating revenues rose by 183% to account, this fintech launched debit and withdrawal functions for R$ 218.5 million. account users. VENTURE CAPITAL

TRACK RECORD & RESULTS Sector: Fintech In 2017, Nubank was licensed by the Brazilian Central Bank to operate as a US$ 90 million through purchases on the secondary market. For this payment institution. It also launched its own Nubank Rewards programme transaction, Nubank was appraised at US$ 4 billion – twice the figure in for its customers, with points that never expire and can be credited against March. In China, Tencent earns the WeChat messaging app that is the certain billing expenditures. In October, Nubank launched its Nuconta, which most widely used in Brazil, assessed by the market at US$ 370 billion, is a current account with an automatic yield of 100% the Interbank Deposit and the second-largest technology company in China. The investment Certificate (IDC), offering wire transfers (TED), and unlimited settlement of by this Chinese tech giant will help this Brazilian fintech fine-tune its payment slips and utility bills accounts free of charge. In late 2017, it raised R$ technology, offering more products and services, while also upgrading 250 million through a Credit Rights Investment Fund (FIDC), with an AA- rating user experiences. Just over a year after the introduction of the NuConta and a senior unit payback rate of 130% of the Interbank Deposit Certificate account, this fintech launched debit and withdrawal functions for (IDC). Ranked as one of Brazil’s most successful fintechs, Nubank posted losses account users. of R$ 117 million, while its operating revenues rose by 183% to R$ 218.5 million. In February 2019, Nubank launched a personal loan service to be offered In 2018, Nubank was licensed to set up a financial institution that would allow gradually to credit card customers and Nuconta account holders, with it to raise funds directly from its customers, with a potentially lower funding monthly interest of 2.1% to 5%. At that time, there were already more costs. In March, it held its sixth round of investments (Series E), appraised at than three million active Nuconta account holders. In March, it raised US$ 2 billion and raising US$ 150 million. R$ 500 million – once again through a Credit Rights Investment Fund (FIDC) – in order to finance its credit card receivables portfolio. Investor Subscriptions were headed by DST Global, with stakes taken up by existing demands were more than twice the amount offered, lowering the investors – Founders Fund, Redpoint Ventures, Ribbit Capital and QED – as remuneration rate offered on the investment and reflecting the positive well as newcomers: Dragoneer Investment Group and Thrive Capital. After view of the company among investors. reaching the milestone figure of 1.5 million NuConta account-holders, in June 2018 this fintech announced its digital Nuconta account for people who are not card users.

In October, China’s Tencent technology giant invested some US$ 200 million in Nubank, acquiring a 5% stake. This investment was divided into two segments: US$ 90 million in direct investment and the remaining VENTURE CAPITAL

Diversification of sources of investment is a short step for Operational and financial revenues FY14-FY18 (R$ million) maintaining fast and sustainable growth. In addition to cash Sector: Fintech inflows, the main source of funding for Nubank is a line of credit from Goldman Sachs, whose feasibility is underpinned by a Credit Rights Investment Fund (FIDC). In April 2016, Nubank raised R$ 200 million through two lines of credit with Goldman Sachs, raising this to R$ 300 million and again to R$ 455 million in August 2017. In June 2018, this fintech announced its Nuconta digital account for people who are

not card users. Despite losses of R$ 50,889 million during the first half of 2018, Nubank posted a hike of 138.0% in its operating revenues, which reached R$ 196,877 million. illin

Consecutive losses have not affected market enthusiasm for Nubank, as negative results are expected during the fast growth phase of any start-up, particularly in view of the significant upsurge in its revenues. The idea is to establish a sturdy, efficient operation right at the start, in order to cope with future demands and not lose relevance. Gains in scale have allowed a dilution of fixed costs, so that the company is already generating a cash flow. The Nubank business plan indicates that rising card transaction volumes and the addition of new products will generate future profits.

Its total revenues – operating financial revenues together – have risen at a dizzying rate since 2014, reaching R$ 1.2 billion in 2018, up 112% over the previous year.

Source: company’s financial report VENTURE CAPITAL

99 3rd RODADA Sector: Mobility Date: April 1st, 2015 Established in 2012, 99 is a Brazilian start- Value: US$ 25 million up focused on urban mobility, creating Type of investment: Series B technology solutions that make life better for Participants: Tiger Global Management, Monashees people on the go, with faster, cheaper and Capital and Qualcomm Ventures. more comfortable trips. 4th ROUND Date: January 5th, 2017 Valor: US$ 100 million (approx). 1st ROUND Type of investment: Series C Date: July 5th, 2013 Participants: Riverwood Capital, Didi Chuxing Value: Not informed and Monashees Capital Type of investment: Seed round Participants: Monashees Capital, Qualcomm 5th ROUND Ventures, StarCaps Ventures, Augusta Investments LLC Date: May 24th, 2017 e Adeyemi Ajao. Valor: US$ 100 million (approx). Type of investment: Series C 2a RODADA Participants: Softbank Date: February 2nd, 2015 Value: US$ 15 million ACQUISITION Type of investment: Series A Date: January 3rd, 2018 Participants: Tiger Global Management, Monashees Value: US$ 900 million Capital, Qualcomm Ventures e GE32 Capital. Investor: Didi Chuxing VENTURE CAPITAL

OPPORTUNITY Sector: Mobility For many years, cab cooperatives and taxi ranks held a monopoly over private The concept underpinning 99 arose in 2012, prompted by the experience passenger transportation in Brazil. The arrival of ride-hailing apps stepped up the of one of its founders, Ariel Lambrecht. When needing transportation competition and made it easier for cab drivers to reach out to their passengers in Germany, he discovered the use of mobile apps for calling a cab. directly and more efficiently. Today, cab cooperatives and taxi ranks also use Together with his university friends Paulo Veras and Renato Freitas, start-up apps for contact with the passengers. The Brazilian technology market Ariel invested some R$ 50,000 to bring 99 onto the market, which was has been expanding rapidly and will continue to do so over the next few years. designed by this threesome in June 2012. Investing in local start-ups is the easiest way of understanding how this market operates, seizing the opportunities that it offers. During the first year of their investment, only around 200 cabbies signed up. Deciding to focus their operations only in São Paulo, they developed Established in 2012 by Ariel Lambrecht, Renato Freitas and Paulo Vera, 99 began a practical app with advantages for drivers, in order to expand their as a taxi app called 99Taxis. With the arrival of ride-hailing software, it launched market through word-of-mouth recommendations. In contrast to its 99Pop and became the main competitor of Uber in Brazil. Its intention is to bring rivals, 99 did not charge a fee, so its membership ballooned rapidly. fast, quick transportation to people, democratizing the use of this type of service. Its seed round was held in July 2013, with a small investment from Monashees, a Brazilian fund headed by Eric Acher. The partners decided to use this to underwrite the launch of their operations in other locations, choosing Rio de Janeiro as the second city to welcome 99.

TRACK RECORD & RESULTS Almost two years later, a second round of investments brought US$ 15 During its first few months, Nubank absorbed US$ 2 million from the Sequoia million into the company in February 2015, led by Tiger Global, a US fund Capital investment fund where Vélez was working. By September 2014, Sequoia already invested in Brazil through Netshoes and B2W, together with existing Capital headed up a round of Series A investments of US$ 14.3 million, with investors including Monashees Capital and Qualcomm Ventures. Needing stakes taken by major funds and international investors. The third round was offices for some thirty employees by then, they invested in the physical held in June 2015, where Nubank raised a further US$ 30 million, bringing Tiger infrastructure of the company, upgrading the workplace. With this capital Global on board, with this US fund being one of the major players on the global injection, the company hired new developers to upgrade its app and digital market. In 2015, it posted losses of R$ 32.7 million. However, the upbeat strengthen the brand. By early 2015, 80,000 cabbies were already using this attitude of its investors was explained by the growth of its total revenues, software to connect with their passengers. In São Paulo, four out of every soaring from R$ 2 million in 2014 to R$ 26.8 million. five taxis were signed up with this ride-hailer. VENTURE CAPITAL

TRACK RECORD & RESULTS Sector: Mobility In April 2015, yet another investment round bought 99 US$ 25 million, once again Riverwood, this completed the Series C investment round with more headed up by Tiger Global, which is the world’s largest investor in Internet and than US$ 200 million, making this the largest-ever investment round mobile start-ups. These investments were intended to spur product innovations, ever held by a Brazilian start-up. Overall, 99 absorbed a total of US$ 240 actions expanding its passenger base and stepping up the number of registered million in five investment rounds. cabbies, improvements for ensuring better user experiences and more investments into the corporate plan. In January 2018, 99 was acquired by Didi Chuxing, which already held a stake (estimated at 30%) since January 2017. Didi paid out some US$ 600 These funds helped double the headcount, investing in product development and million for the stakes held by the Riverwood Capital, Monashees, Qualcomm marketing. By then, more than 100,000 cabbies were signed up with 99, with Ventures, Tiger Global and Softbank investment funds. A further US$ 300 more than three million users in its nationwide database. million will be invested in expanding its operations nationwide in Brasil and throughout Latin America. Appraised for this transaction at US$ 1 billion, 99 The fourth investment round was held in January 2017, raising US$ 100 million for is Brazil’s first unicorn. 99. This round was headed up by China’s giant Didi Chuxing ride-hailing app, and Riverwood Capital, a US private equity fund, together with other funds that had After becoming an investor in 2017, DiDi stepped up its interest in 99, already invested in previous rounds. Both these companies obtain the right to with these two ride-hailing apps building up stronger links, particularly a seat on the 99 board, bringing market expertise to this start-up. Some of this in the fields of technology, product innovation, market development and new funding was used to expand the transportation category to private vehicles operations management. With a market value estimated at US$ 50 million, through the 99Pop app, expanding services and reshaping the competitive Didi is the world’s second most valuable start-up, behind only Uber. The profile of the market in Latin America. With more than 140,000 drivers on its focus of this partnership is to expand private driver services through books, 99 also chalked up 10 million users throughout the region. 99Pop, competing on the market with giants such as Uber and Cabify. Once operations have been consolidated on the Brazilian market, the goal is to Already ranked as Brazil’s leading urban mobility start-up, in May 2017 99 internationalise this app, expanding its activities to Latin America. signed a US$ 100 million investment agreement with SoftBank. Established by Masayoshi Son in 1981, SoftBank is the world’s largest investor in mobility apps, with significant stakes in DiDi, Ola and Grab, respectively the largest firms in this sector in China, India and Southeast Asia. Together with more than US$ 100 million raised at the start of the year with Didi Chuxing and VENTURE CAPITAL

TRACK RECORD & RESULTS Evolution in the number of drivers and users of 99 FY15-FY18 Sector: Mobility Viewed as a phenomenon among Brazilian start- ups, 99 grew by more than 50% during the first Drivers Users

half of 2018, expanding its staff to around a 300 thousand employees and connecting 14 million 300 14 passengers to over 300,000 drivers in more 14 250 12 than 400 cities throughout Brazil, with the 10 intention of expanding into Latin America in the 200 9 course of the year. With representatives and offices in 10 cities, it offers cab-hailing services 150 140 7 at 500 locations, with 99Pop signing up private Million Thousand drivers in forty towns. With the arrival of Didi 100 100 5 80 Chuxing, it now operates in Australia, Japan and 3 Mexico, as well as Brazil and China. 50 2 1.2 0 0 2015 2016 2017 2018

Source: News and company’s report Qualified international investors have access to details related to funds in operation, funds raising, investments made, exits among other data of the fund managers active in Brazil though the ABVCAP Member Directory. To guarantee your access please send us an e-mail to [email protected] so you can send your login credentials.

For more information please contact our investor relations coordinators. https://www.diretorioabvcap.com.br/ Robert Linton Gabriela Medina Private Equity / Infrastructure Venture Capital / Impact Investing [email protected] [email protected]