We are the largest company in fleet management and the second largest in the Brazilian Car Rental industry. We operate in the Fleet Management and Rent-a-Car (“RAC”) segments and we have a Used Cars Sales operation in order to support the renewal of our fleet. According to the Associação Brasileira das Locadoras de Automóveis (“ABLA”) 2019 annual report referred to 2018, our Fleet Management market share, in terms of the total fleet of the segment, was 17.4%. In December 31, 2018, our fleet was composed by 74,704 vehicles available to corporate clients scattered throughout the national territory. We lead a market that is passing through a huge growth momentum backed by the still low national penetration – about 9% of the Brazilian corporate fleet is outsourced – and by the great costs saving that the fleet outsourcing and management provides to the contracting companies – around 27% only in the first year of contract.
Still considering ABLA’s data, related to RAC segment, our market share was 14.2%, which positions us as the third largest player in the country. In December 31, 2018, we had 56,395 vehicles including 4,124 cars available in our franchise network for the RAC services. We understand that the country is going through a period of higher population access to the car rental sector as a result of: (i) the acculturation of the brazilian population in vehicle leasing; (ii) ownership-usership substitution; (iii) growth in tourism and; (iv) greater adherence of shared transportation services by apps in recent years.
The robustness generated by the combination of the Fleet Management and Rent-a-Car operations put us as the second largest company in the Car Rental industry. This achievement is also a result of M&A operations done by the Company stablishing itself in a position of vanguard in the consolidation of the Brazilian Car Rental sector as proved by its expertise in these operations:
- 1985/1990: Foundation of Unidas S.A. through the M&A of 5 companies and 2 financial sponsors;
- 1993: Foundation of Companhia de Locação das Américas – Locamerica.
- 2000: Locamerica’s nationwide expansion through the acquisition of small car rental companies;
- 2013/2015: Best Fleet acquisition;
- 2017: Acquisition of Panda Meridional and merger with Auto Ricci;
- 2018: Locamerica’s merger with Unidas S.A. resulting the New Company which as of Setember of the same year starts to use the Unidas brand Unidas. The Locamerica-Unidas merger was elected as the Best M&A Operation by IBEF’s Golden Tombstone award.
These actions allowed Unidas to have a complete client attendance platform, which includes all available services in the Fleet Management and Car Rental markets, besides expanding its geographic presence. The businesses combination has captured significant operational, administrative and economic-financial synergies as well as capital structure optimization, proving that we are ready to move forward in order to be, until 2023, the reference company in vehicular mobility in the country.
All Unidas planning was based on value creation into four big pillars:
- Buy well: highlighting us as the second largest car acquirer in Brazil enabling a higher bargaining power with suppliers;
- Rent well: services focused on customer satisfaction combined with a strong operating efficiency, which contributes to the increase of our margins and to be reference for global clients due to Enterprise’s sponsorship – largest segment name in the world;
- Sell well: nationwide used car store presence with sales focused on retail, competitive vehicle mix and high store productivity;
- Fund well: improvement of credit rating and debt costs reduction, benefits that were originated from the potentially financial synergies between the companies.
Below, a brief description of our main activities:
Fleet Management: Our fleet management activities consist in the rental of new vehicles for corporate clients by contract assignment whose deadlines vary from 12 to 60 months. Our services comprehend primarily of fleet planning, vehicle licensing, preventive and corrective maintenance and replacing of damaged vehicles and emergency assistance. The main benefit our clients gain from outsourcing their fleets is the reduction in costs, particularly in regards to acquisition, renovation, management and divestment (sales) of their fleet, allowing them to stay focused on their main activities. Our client contracts are customized to serve their businesses specifications and needs with decentralized client attendance. We attend more than 2,165 clients in more than 20 different economic segments.
Clients Segmentation per Sector (% of the Fleet)
It is important to mention the intrinsic characteristic of predictability of the Fleet Management business revenues, since the activity evolves the signing of contracts that were previously priced. Besides that, it is a business that has a non-cyclic profile, even in periods of high economic recession, once the companies still prefer to outsource the management of their fleets in order to reduce their costs and allocate less capital for this purpose. The negotiation of the contract terms is made individually for each client and the values are annually readjusted according to inflation changes (IPCA or IGP-M indexes). Our lease agreements stipulate fines for early termination, which can amount to 50% of the residual value of the agreement, mitigating the investment/return risk for the Company.
Rent-a-Car: Company’s RAC business comprehends the rental of vehicles for individual and corporate clients. The Company attends individuals directly or by travel agencies, tourism operators and commercial partnerships. Corporate clientes are attended directly or also by travel agencies and tourism operators, with lease terms that vary, in general, between a day and a month. Besides that, insurance companies use Company’s services to offer reserve vehicles to its clients in cases of insurance coverage or use of guarantee. Our RAC client base comprehends more than 2.7 million of clients. Unlike the fleet management segment, which has only a nationwide experience, in RAC we have a strong international connection since Unidas is the master Brazilian franchisee of the largest Car Rental group in the world, Enterprise (franchiser of the Alamo, Enterprise and National brands), with the possibility to access the best segment practices. The RAC business is more susceptible to economic dynamic changes, the periods of higher activity of this market are usually in the fourth and the first quarters of the year, especially in the last two weeks of December and in January and February.
Used Cars: It is a complementary business to those of Fleet Management and RAC where the Company sells the vehicles of its demobilized fleet after the termination of the contracts, through two channels: retail (own and franchised stores) and wholesale (resellers, dealers and auctions). Our business model allows us to operate in this market offering differentiated products, vehicles with low mileage, few years of use, with constant maintenance and provenance that is guaranteed. The car resale seeks to enable our fleet renovation and the reduction of our maintenance costs. Considering only the up to 3-year-old cars sale market, at the end of the fourth quarter of 2018, we achieved a market share of 2.47% with the resale of 12,337 vehicles.
Number of Vehicles Sold and Market Share (%)
Through retail sales, which is our main sales channel, the Company has increased the average value of the vehicles sold, not using intermediaries and reducing the cost of depreciation of its fleet in the Fleet Management and RAC businesses. This was possible due to some of the Company’s competitive advantages, such as correct pricing processes, high vehicle mix, the quality of sales processes, the leading position in training and qualification of our sellers, adequate depreciation and years of sales experience of vehicles coming from Fleet Management and RAC.
In the chart below, we present the evolution of the number of stores by type:
Number of Used Car Stores:
In addition to our operations, we also highlight the important awards that Unidas has won: (i) 16th position in the Great Place to Work ranking for Latin American companies, (ii) 4th place in the ‘Consumidor Moderno’ Prize (19th edition) for Excellence in Client Services in the Car Rentals category, (iii) for the second consecutive year, one of the 74 franchise networks with maximum marks in the ‘Melhores Franquias do Brasil 2018’ Prize, organized by the Pequenas Empresas & Grandes Negócios magazine, in the categories Quality of the Network, Performance of the Network, and Franchisee Satisfaction, (iv) chosen, also for the second consecutive year, as the Best Company in Customer Satisfaction in the “Car Rental” category by the 2018 ranking of the 100 Best Companies in Customer Satisfaction, organized by the MESC Institute; (v) acknowledged by the Brazil’s National Association of Finance, Administration and Accouting Executives (ANEFAC) with the 2018 Transparency Trophy (“Troféu Transparência”) in the “Companies with net revenue of up to R$5 billion” category and (vi) winner of the Tracksale 2018 Customer Experience Award in the Corporations category with the “Mapping Opportunities and Converting to Developers” case by using the NPS methodology to increase team engagement and improve the customer experience in the segment of Fleet Management.