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April, 2011.
Carlos Zignani - IR Director
Thiago A. Deiro - IR Manager
INSTITUTIONAL
PRESENTATION
This presentation contains future information. Such information is not simply
historical facts, but reflects the desires and the expectations of the Company’s
leadership. The words anticipates, desires, hopes, forecasts, intends, plans, predicts,
projects, wishes and similar ones, intend to identify affirmations that necessarily
involve known and unknown risks. Known risks include uncertainties that are not
limited to the impact of the competitiveness of the prices and services, market
acceptance of services, the Company’s service transitions and its competitors, the
approval of regulations, currency, fluctuation in the exchange rate, changes in the
mix of services offered, and other risks described in the reports of the Company. This
presentantion is updated until the present date. However, Marcopolo is not obligated
to update it with new information and/or future events.
ISCLAIMER
2
Marcopolo as a Leading Player
Bus Market Overview
Corporate Governance
Operating & Financial Highlights
Sustainability
Product Line: Generation 7
Marcopolo Corporation
GENDA
40.0% Return On Equity in 2010: Company’s highest ever
HIGHLIGHTS 23.3% Return on Invested Capital in 2010: highest level in years
Market Value Added oriented Company
PRODUCTS
State-of-the-art technology
Integrated production of nearly all parts used in manufacturing process
Complete product line: coaches, urban buses, midi, micro & minibuses
Founded in 1949, Marcopolo has more than 60 years in the business
OVERVIEW Four factories in Brazil and seven abroad
Over 20,000 employees in Brazil and abroad
ARCOPOLO’S PROFILE
4
BUS BODY
CHASSI
(chassi manufacturers)
NDERSTANDING OUR PRODUCT
5
LOBAL POSITION
6
SUEZ - EGYPT
JOHANNESBURG - SOUTH AFRICA
RIO DE JANEIRO - BRAZIL
COTA - COLOMBIA
MONTERREY - MEXICO
DHARWAD/LUCKNOW
INDIA
CHANGZHOU - CHINA
LOMA HERMOSA - ARGENTINA
CAXIAS DO SUL - BRAZIL
(components)
2010 = 1,255
2011g = 1,700
2010 = 736
2011g = 800
2010 = 18,900
2011g = 18,500
2010 = 723
2011g = 800
2010 = 334
2011g = 600
2010 = 416
2011g = 400
2010 = 5,216
2011g = 6,500
MARCOPOLO’S TOTAL
PRODUCTION
2010 = 27,580
2011g = 29,300
Variation = + 6.2%
g = according to the guidance.
TRATEGIC POSITIONING
7
Components Bus Production Post-sales Support
► Seats
► Foams
► Windows
► Doors
► Hydro-sanitary installation
► Handbag Compartment
► Plastic Components
► Air Conditioning System
► Audio & Video
► 11 units: 4 in Brazil and
7 abroad
► Presence in over 100
countries
► Up-to-date technology
► Low cost Structure
► Specialized efficient plants
► Qualified workforce
► Customization
► Quality widely recognized
► Sales representants
► Technical Assistance and
product guarantee
► Retail facilities
► Possibility of financing from
Moneo Bank
ERTICALIZATION & COMPETITIVE
ADVANTAGES
8
Marcopolo as a Leading Player
Bus Market Overview
Corporate Governance
Operating & Financial Highlights
Sustainability
Product Line: Generation 7
Marcopolo Corporation
GENDA
21,680 21,787 21,381
25,280 26,983
27,952
32,027
35,410
25,645
33,395
27.3%29.8%
32.8%35.4%
46.9%
34.1%31.6%
28.9%
17.7% 15.3%
2001 2002 2003 2004 2005 2006 2007 2008 2009 2010
Brazilian Production External Market
+30.2%
SOURCE: Fabus.
B RAZILLIAN BUS BODY PRODUCTION (UN)
10
(*)
SOURCE: Fabus/Simefre.
(*) Irizar, Metalbus.
ARKET SHARE IN BRAZIL (%)
11
TOTAL PRODUCTION
2009 = 311,000
2019 = 419,000
CAGR = 3.0%
NORTH AMERICA - NAFTA
2009 = 12,000
2019 = 15,000
OTHER SOUTH AMERICA
2009 = 6,000
2019 = 9,000
BRAZIL
2009 = 30,000
2019 = 42,000
EGYPT
2009 = 3,000
2019 = 6,000
SOUTH AFRICA
2009 = 2,000
2019 = 3,000
AFRICA
2009: 5,000
2019: 9,000
AMERICAS
2009: 48,000
2019: 66,000
CHINA
2009 = 130,000
2019 = 150,000
INDIA
2009 = 42,000
2019 = 80,000
JAPAN
2009 = 9,000
2019 = 10,000
SOUTH KOREA
2009 = 12,000
2019 = 15,000
OTHER ASIA
2009 = 3,000
2019 = 5,000
ASIA &
ASIAN SOUTHEAST
2009: 196,000
2019: 260,000
EUROPE
2009: 35,000
2019: 40,000
MIDDLE EAST
& TURKEY
2009: 11,000
2019: 14,000
EAST
EUROPE
2009: 16,000
2019: 30,000
SOURCE: OICA and internal estimates for the production of buses with more than 7ton, except for India and China. Note: School Buses in the USA and Canada are not considered. 12
BUS BODY WORLD PRODUCTION Marcopolo has approximatley 8% of the world’s market share
320.2 335.2
353.6 375.7
401.0 424.1
449.1
13.1
14.3
13.613.8 13.9
14.1 14,5
2004 2005 2006 2007 2008 2009 2010
Total Fleet (thousand units) Average Fleet Age (years)
Total Fleet & Average Age
SOURCE: Fenabrave and Denatran.
RAZILIAN BUS FLEET
13
• Events in Brazil
2011 – Renewal of interstate and international lines concessions
2012 – Municipal Elections/Euro 5 Engine
2013 – FIFA Confederations Cup
2014 – FIFA World Cup / Federal and State level elections
2016 – Olympic and Paralympic Games / Municipal Elections
• Growth Drivers / Opportunities
– GDP Growth
– Investments in BRTs and public transit systems
– School Buses for rural areas
– Long term financing for buses
– Launching of G7 new models: Double Decker and Low Driver
– Global Presence
– Global Sourcing
– New Concession lines - fleet renovation
BRTs: Approx. R$ 10.0 MM / Km
Subway: Approx. R$ 200.0 MM / Km
UTLOOK
14
• New Projects/Trends
– Scholar City Buses
– “Caminhos da Saúde” program
– CBU’s exports financed by BNDES
– Restrictions on the circulation of vehicles in central areas of big cities
• Targets/Goals
– #1 or #2 in every region in which we have factories
– Premium prices
– Lowest production cost
• Threats
– Strong exchange rate appreciation
– Regional airlines
– Trains/subways
– Cars/motorcycles
UTLOOK
15
THINK BRT.
RT – BUS RAPID TRANSIT
16
Safer and more environmentally friendly traffic
Better air quality in cities
The speed and convenience of BRT traffic persuade more people to leave their cars at home and take the bus
High passenger capacity
Shorter travel times
Significantly reduced emissions and fuel consumption
Profitable within a very short time
Frees more space in the city
Growth Acceleration Program
for public transport:
R$ 11.5 billions in investments
39 projects for public transport, including:
• 20 BRTs systems
Belo Horizonte
6 BRTs 1 Surveillance project 1 Pavement project
Total: R$ 1.023,3 MM
Porto Alegre
2 BRTs 3 Bus lanes 1 Surveillance project
Total: R$ 368.6 MM
Cuiabá
2 BRTs 1 Bus lane
Total: R$ 454.7 MM
Curitiba
1 BRT 1 Surveillance project 2 Pavement projects 3 Bus lanes 1 Bus Terminal
Total: R$ 440.6 MM
São Paulo
1 Monorail
Total: R$ 1,082.0 MM
Natal
2 Pavement projects 1 Bus lane
Total: R$ 361.0 MM
Brasília
1 Pavement project 1 Light Rail system
Total: R$ 361.0 MM
Salvador
1 BRT
Total: R$ 541.8 MM
Recife
2 BRTs 2 Bus lanes 1 Bus Terminal
Total: R$ 648.0 MM
Manaus
1 BRT 1 Monorail
Total: R$ 800.0 MM
Rio de Janeiro
2 BRTs
Total: R$ 1,190.0 MM
Fortaleza
3 BRTs 1 Light Rail system 1 Bus lane 1 Subway project
Total: R$ 414.4 MM
SOURCE: NTU.
EW PROJECTS IN BRAZIL
17
Marcopolo as a Leading Player
Bus Market Overview
Corporate Governance
Operating & Financial Highlights
Sustainability
Product Line: Generation 7
Marcopolo Corporation
GENDA
Marcopolo’s Total Production
21,811
17,807 14,824
+6.2%
19,384
29,300
Marcopolo’s Market Share in Brazil (by model)
27,580
OTAL PRODUCTION (units) & MARKET SHARE (%)
Domestic Market
External Market
19
Total Net Revenues
2,964.5
2,532.2
2,101.1 1,750.3
+6.3%
2,023.8
3,150.0
Gross Profit and Margin
+64.1%
2,200.0
950.0
Domestic Market
External Market
INANCIAL HIGHLIGHTS (R$ Million)
20
120.8
146.5134.4 125.0
295.8
6.9% 7.0% 5.3% 6.2%10.0%
2006 2007 2008 2009 2010
Net Profit and Margin
EBITDA and Margin
+124.5%
+136.6%
INANCIAL HIGHLIGHTS (R$ Million)
21
Net Equity & ROE
+4.9PP
ROIC (%)
+31.0%
INANCIAL HIGHLIGHTS (R$ Million)
22
Net Indebtedness
Investments
132.2
40.4
-28.3%
110.6 113.6
81.5 70.0
Net Debt (Industrial
Segment)/LMT EBITDA
-28.4%
745.7
86.6
323.9
709.6
508.4
1.1x 1.7x 0.6x
= Financial Segment = Industrial Segment
0.4x
INANCIAL HIGHLIGHTS (R$ Million)
-
23
ALANCE SHEET BY SEGMENT (R$ Thousand)
Consolidated Industrial Segment Financial Segment
12/31/10 12/31/09 01/01/09 12/31/10 12/31/09 01/01/09 12/31/10 12/31/09 01/01/09
Assets Current assets
Cash and cash equivalents
672,123 498,972
416,077 617,932 465,978 403,352 54,191 32,994 12,725 Financial assets measured at fair value through profit or loss
40,424 32,210 14,354 40,424 4,622 83
27,588 14,271
Derivative financial instruments 13,668 5,228 13,668 5,228
Trade accounts receivable 810,464 701,260 681,435 585,424 502,848 517,285 225,040 198,412 164,150 Inventories 311,448 237,403 303,021 311,448 237,403 303,021
Other accounts receivable 142,382 141,290 236,623 129,583 133,748 229,809 12,799 7,542 6,814
1,990,509 1,616,363 1,651,510 1,698,479 1,349,827 1,453,550 292,030 266,536 197,960
Non-current assets Trade accounts receivable 425,700 398,943 329,721 1,222 1,217 6,694 424,478 397,726 323,027 Available-for-sale assets 199,517 85,309 87,482 183,073 77,382 87,482 16,444 7,927 Other accounts receivable 22,272 20,114 18,399 22,272 20,114 18,399
Investments 318,761 282,278 259,487 318,431 281,933 259,159 330 345 328 Property, plant and equipment 72,842 71,887 73,203 72,455 71,591 73,161 387 296 42
Intangible assets
1,039,092 858,531 768,292 597,453 452,237 444,895 441,639 406,294 323,397
Total assets 3,029,601 2,474,894 2,419,802 2,295,932 1,802,064 1,898,445 733,669 672,830 521,357
Liabilities and stockholders' equity Current liabilities 306,901 204,920 187,517 306,901 204,920 187,517 Suppliers 267,412 372,898 582,506 101,797 205,951 461,283 165,615 166,947 121,223 Loans and financing and derivative financial instruments
788 6,906 39,473 788 6,906 39,473
Other accounts payable 373,635 257,256 296,581 352,936 242,632 281,516 20,699 14,624 15,065
948,736 841,980 1,106,077 762,422 660,409 969,789 186,314 181,571 136,288
Non-current liabilities Financial institutions 1,094,439 866,156 548,156 689,087 494,037 260,460 405,352 372,119 287,696 Other accounts payable 23,036 28,085 80,542 20,771 28,065 80,539 2,265 20 3
1,117,475 894,241 628,698 709,858 522,102 340,999 407,617 372,139 287,699
Non-controlling interests
7,496 8,815
11,809 7,496 8,815 11,809
Stockholders' equity 955,894 729,858 673,218 816,156 610,738 575,848 139,738 119,120 97,370
Total liabilities and stockholders' equity 3,029,601 2,474,894 2,419,802 2,295,932 1,802,064 1,898,445 733,669 672,830 521,357
24
Consolidated Industrial Segment Financial Segment
12/31/10 12/31/09 12/31/10 12/31/09 12/31/10 12/31/09
Statement of operations
Net revenues 2,964,499 2,023,819 2,896,568 1,974,629 67,931 49,190
Cost of products sold (2,333,156 ) (1,639,100 ) (2,333,156 ) (1,639,100 )
Gross profit 631,343 384,719 563,412 335,529 67,931 49,190
Operating income (expenses)
Selling (162,650 ) (148,512 ) (156,032 ) (123,047 ) (6,618 ) (25,465 )
Management fees (15,014 ) (15,853 ) (15,014 ) (15,853 )
Administrative expenses (123,160 ) (85,185 ) (108,737 ) (77.704 ) (14,423 ) (7,481 )
Other operating income (expenses), net 26,189 4,299
29,366 3,916 (3,177 ) 383
Operating profit before equity results and financial income 7,084 2,050
7,084 2,050
Equity in earnings of investees 363,792 141,518 320,079 124,891 43,713 16,627
Financial result
Financial expenses 208,803
223,968 208,708
223,038
95 930
Financial income (130,638 ) (174,713 ) (130,638 ) (174,713 )
Profit before taxation 441,957 190,773
398,149 173,216 43,808 17,557
Income tax and social contribution (146,203 ) (62,381 ) (128,157 ) (55,383 ) (18,046 ) (6,998 )
Operations not continued (3,409 )
(3,409 )
Net income for the period 295,754 124,983
269,992 114,424 25,762 10,559
NCOME STATEMENT BY SEGMENT (R$ Thousand)
25
Marcopolo as a Leading Player
Bus Market Overview
Corporate Governance
Operating & Financial Highlights
Sustainability
Product Line: Generation 7
Marcopolo Corporation
GENDA
FISCAL COUNCIL
IR DIRECTOR
HR AND ETHICS COMITEE
STRATEGY AND INNOVATION COMITEE
INTERNAL AUDIT
EXTERNAL AUDIT
AUDIT AND RISK COMITEE EXECUTIVE COMITEE
CEO
HEIRS’ COUNCIL
BOARD OF DIRECTORS
SHAREHOLDERS
27
RGANIZATION CHART
Independent Board Members (3 out of 7)
Fiscal Council
Support Committees: Human Resouces & Ethics; Audit & Risks; Strategy & Innovation; and
Executive
Independent External Audit
Tag Along (100% Common and 80% Preferred shares)
BM&FBovespa Corporate Governance Level 2 since 2002
Financial Statements in IFRS
Code of Conduct
Disclosure and Negotiation Policy
Participation in the BMF&Bovespa IBrX, IGC, SMLL, INDX and ITAG indexes
Heirs’ Succession Plan
Marcopolo adopts corporate governance best practices, following the principles of transparency,
accountability, social responsibility and equitable treatment of shareholders.
ORPORATE GOVERNANCE
28
As of February, 28, 2011.
Common Shares
HAREHOLDING DISTRIBUTION
29
Preferred Shares
As of February, 28, 2011.
HAREHOLDING DISTRIBUTION
30
Marcopolo PN x Ibovespa - Base 100
POMO4: +119.1%
IBOV: +1.0%
R$ 3.19*
68,588 pts
R$ 6.99*
69,304 pts
* Adjusted by 100% stock dividend approved on September 10th, 2010.
TOCK PERFORMANCE
12/30/2009 03/30/2010 06/30/2010 09/30/2010 12/30/2010
31
80.2
120.5
146.5134.4
136.5
295.8
42.4 50.4
75.0
52.1
71.8
150.0
53%
42%
51%
39%
53%
51%
2005 2006 2007 2008 2009 2010*
Net Profit (Company) Dividends Pay Out (in%)
AVERAGE PAY OUT: 48%
HAREHOLDER REMUNERATION (R$ Million)
* 2010 Net Profit according to IFRS standards. 32
-
500
1.000
1.500
2.000
2.500
3.000
3.500
-
2,0
4,0
6,0
8,0
10,0
12,0
14,0
dec/09 jan/10 feb/10 mar/10 apr/10 may/10 jun/10 jul/10 aug/10 sep/10 oct/10 nov/10 dec/10
Ma
rke
t C
ap
(R
$ m
illio
n)
Av
era
ge
da
ily v
olu
me
(R
$ m
illio
n)
Average Daily Volume Market Cap
Marcopolo PN - POMO4
HARE LIQUIDITY & VALUATION
33
Marcopolo as a Leading Player
Bus Market Overview
Corporate Governance
Operating & Financial Highlights
Sustainability
Product Line: Generation 7
Marcopolo Corporation
GENDA
Source: www.transportdirect.info.
O2 EMISSION COMPARISON
35
HICH WAY IS SUSTAINABLE?
36
Marcopolo as a Leading Player
Bus Market Overview
Corporate Governance
Operating & Financial Highlights
Sustainability
Product Line: Generation 7
Marcopolo Corporation
GENDA
GB Polo - Suez - Egipty
MASA - Johannesburg – South Africa
Polomex - Monterrey - Mexico
Superpolo – Cota - Colombia Ana Rech - Caxias do Sul-RS - Brazil
Planalto - Caxias do Sul-RS - Brazil
Neobus - Caxias do Sul-RS - Brazil
Ciferal - Duque de Caxias -RJ - Brazil Metalpar - Loma Hermosa - Argentina
Tata MP Motors LMTD - Dharward - India
Tata MP Motors LMTD - Lucknow - India
US BUSINESS UNITS
38
Marcopolo as a Leading Player
Bus Market Overview
Corporate Governance
Operating & Financial Highlights
Sustainability
Product Line: Generation 7
Marcopolo Corporation
GENDA
ENERATION 7
40
Carlos Zignani
Investor Relations Director
Tel: +55 (54) 2101.4115
Thiago A. Deiro
Investor Relations Manager
Tel: +55 (54) 2101.4660
www.marcopolo.com.br/ri_eng
NVESTOR RELATIONS CONTACTS
