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First Quarter 2020WEBCAST PRESENTATION
May 28, 2020
This presentation, prepared by PagSeguro Digital Ltd (the “Company”), is solely for informational purposes. The information in this presentation does not constitute or form part
of, and should not be construed as, an offer or invitation to subscribe for, underwrite or otherwise acquire, any securities of the company or any subsidiary or affiliate of the
company, nor should it or any part of it form the basis of, or be relied on in connection with any contract to purchase or subscribe for any securities of the company or any of its
subsidiaries or affiliates nor shall it or any part of it form the basis of or be relied on in connection with any contract or commitment whatsoever.
This presentation may contain forward-looking statements relating to matters such as continued growth prospects for the company, industry trends and product and technology
initiatives.
These statements are based on currently available information and our current assumptions, expectations and projections about future events. While we believe that our
assumptions, expectations and projections are reasonable in view of currently available information, you are cautioned not to place undue reliance on these forward-looking
statements. Our actual results may differ materially from those included in this presentation, for a variety of reasons, including those described in the forward-looking statements
and risk factor sections of our Annual Report on Form 20-F (File No. 001-38353) and other filings with the Securities and Exchange Commission (the “SEC”), which are available
on our investor relations website (http://investors.pagseguro.com) and on the SEC’s website (https://www.sec.gov).
All of the information included in this presentation is updated as of March 31, 2020. Except as may be required by applicable law, we assume no obligation to publicly update or
revise our statements.
Non-GAAP Financial Measures
This presentation includes the following financial measures defined as "non-GAAP financial measures" by the SEC: non-GAAP net income, non-GAAP total net revenue, non-
GAAP net take rate, non-GAAP total costs and expenses, non-GAAP administrative expenses and non-GAAP net margin. We present non-GAAP measures when we believe
that the additional information is useful and meaningful to investors. These non-GAAP measures are provided to enhance investors' overall understanding of our current financial
performance and its prospects for the future. Specifically, we believe the non-GAAP measures provide useful information to both management and investors by excluding certain
expenses, gains and losses, as the case may be, that may not be indicative of our core operating results and business outlook.
For an explanation of the foregoing non-GAAP measures, please see “Supplemental Information" included in this presentation. These measures may be different from non-
GAAP financial measures used by other companies. The presentation of this non-GAAP financial information, which is not prepared under any comprehensive set of accounting
rules or principles, is not intended to be considered in isolation of, or as a substitute for, the financial information prepared and presented in accordance with International
Financial Reporting Standards (“IFRS”) as issued by the International Accounting Standards Board (“IASB”). Non-GAAP measures have limitations in that they do not reflect all
of the amounts associated with our results of operations as determined in accordance with IFRS. These measures should only be used to evaluate our results of operations in
conjunction with the corresponding GAAP measures.
For a reconciliation of these non-GAAP financial measures to the most directly comparable GAAP measures, see “Supplemental Information."
2
DISCLAIMER
3
1Q20 LISTED PAYMENTS COMPANIES PERFORMANCEPAGS is the most resilient company among listed peers
1%
-8%
-5%
PAGS Player 1 Player 2
13%
-13%
-65%
PAGS Player 1 Player 2
PAGS 1Q20 QOQ REVENUE1 PERFORMANCE VS LISTED PEERS
PAGS 1Q20 YOY NET INCOME PERFORMANCE VS LISTED PEERS
PAGS PAGS
1. Revenue: Total Revenue and Income.
4
PAGSEGURO PAGBANK RESULTS
TOTAL REVENUE AND INCOME
R$ 31.7B +30% YoY
TOTAL PAYMENT VOLUME
5.5M +24% YoY
ACTIVE MERCHANTS1
NON-ACQUIRING TPV2
Digital Account and Wallet
R$ 8.7B +190% YoY
PAGBANK ACTIVE USERS3
3.7M +234% YoY
NET ADDITIONS PagBank Active Users
1.0M QoQ
NET TAKE RATE4
3.31% +19bps YoY
OPERATING REVENUE AND INCOME5
R$ 1.5B +33%. YoY
NON-GAAP NET INCOME6
R$ 367M +13% YoY
1. Active Merchants: At least one transaction in the last twelve months;
2. Non-Acquiring TPV: Includes prepaid card top-ups, cash cards spending, credit cards, mobile top-ups, wire transfers to different people, cash-in through boletos, bill payments, tax collections, P2P transactions, QR Code transactions, Loans and Super App;
3. PagBank Active Users: Active merchants using one additional digital account feature/service beyond acquiring and consumers with a balance in their digital account on the last day of the month;
4. Net Take Rate = (Net Revenue from Transaction Activities and Other Services + Financial Income - Transaction Costs) / Total Payment Volume. Excluding revenues and costs originated in the 1Q20 by membership fees booked in Net Transaction Activities and Other Services (1Q20: R$13.7M) and in Transaction Costs (1Q20: R$88.3M);
5. Operating Revenue and Income = Net Revenue from Transaction Activities and Other Services + Financial Income. We exclude revenues and costs originated in the 1Q20 by membership fees booked in Net Transaction Activities and Other Services (1Q20: R$13.7M);
6. Non-GAAP Net Income is a non-GAAP financial measure. Please see the Supplemental Information for a reconciliation of this non-GAAP financial measure to the most directly comparable GAAP financial measure.
R$ 1.6B +27% YoY
1Q20 HIGHLIGHTSACCELERATED TOP LINE AND EARNINGS GROWTH
51. Operating Revenue and Income = Net Revenue from Transaction Activities and Other Services + Financial Income. We exclude revenues and costs originated in the 1Q20 by membership fees booked in Net Transaction Activities and Other Services (1Q20: R$13.7M);
2. Non-GAAP Net Income is a non-GAAP financial measure. Please see the Supplemental Information for a reconciliation of this non-GAAP financial measure to the most directly comparable GAAP financial measure.
310 357
16 10325
367
1Q19 1Q20
GAAP non-GAAP
13%
1,143
1,515
1Q19 1Q20
33%
1,251
1,587
1Q19 1Q20
27%
REVENUE AND NET INCOMEStrong revenue growth and solid bottom-line
1,575 1,587
4Q19 1Q20
1%
YOY NET INCOME2
R$ million
YOY OPERATING REVENUE AND INCOME1
R$ million
YOY TOTAL REVENUE AND INCOME R$ million
QOQ TOTAL REVENUE AND INCOME YoY growth
24,413
34,271 31,657
1Q19 4Q19 1Q20
6
1. Net Take Rate = (Net Revenue from Transaction Activities and Other Services + Financial Income - Transaction Costs) / Total Payment Volume. Excluding revenues and costs originated in the 3Q19, 4Q19 and 1Q20 by membership fees booked in Net Transaction Activities and Other Services (1Q20: R$13.7M, 4Q19: -R$9.0M; 3Q19: R$16.9M) in
Transaction Costs (1Q20: R$88.3, 4Q19: -R$8.3M), we would reach a net take rate of 3.02% in 4Q19. However, we also began to defer the membership fee revenues instead of recognizing them upfront in our Income Statement. Therefore, equalizing this adjusted effect in Net Transaction Activities and Other Services Revenue of -R$0,8M in 3Q19 and
-R$7,2M in 4Q19, we have reached a comparable take rate of 2.97%;
2. Active Merchants: At least one transaction in the last twelve months.
ACTIVE MERCHANTS2NET TAKE RATE1
TOTAL PAYMENT VOLUME R$ billion
YOY TOTAL PAYMENT VOLUME YoY growth
4,4195,269 5,496
1Q19 4Q19 1Q20
1,077
227
30%
-1.56% -1.62% -1.59% -1.53% -1.48%
2.92% 2.99% 2.93% 2.85% 3.01%
1.76% 1.86% 1.83% 1.65% 1.78%
1Q19 2Q19 3Q19 4Q19 1Q20
Financial Income Transaction Activities and Other Services Transaction Costs
3.12% 3.23% 3.17% 2.97% 3.31%
OPERATING FIGURES Outpacing planned TPV and net adds before COVID-19
37% 39%41%
14%
Jan-20 Feb-20 1H Mar-20 Mar-20
2.4
3.5
1Q19 1Q20
Cash Position at the end of the Period
7
ADMINISTRATIVE EXPENSES3 | % of TPVTOTAL COSTS AND EXPENSES2 | % of TPV
BALANCE SHEET | R$ billion CASH POSITION1 | R$ billion
3.3%
3.4%
3.2%
3.4%
1Q19 1Q20
GAAP non-GAAP
4.3%
3.4%
4.1%
3.4%
4Q19 1Q20
GAAP non-GAAP
1. Cash Position at the end of the Period = Cash and Cash Equivalents + Financial Investments;
2. Non-GAAP Total Costs and Expenses is a non-GAAP financial measure Excludes stock-based compensation expenses (1Q20: R$15.3M, 1Q19: R$23.8M). Please see the Supplemental Information for a reconciliation of this non-GAAP financial measure to the most directly comparable GAAP financial measure;
3. Non-GAAP Administrative Expenses is a non-GAAP financial measure Excludes administrative stock-based compensation expenses (1Q20: R$15.3M, 1Q19: R$23.8M) to make results comparable Please see the Supplemental Information for a reconciliation of this non GAAP financial measure to the most directly comparable GAAP financial measure.
(3.0) (4.4) (4.7)
4.9 8.8 9.3
2.5
2.4 3.5
1Q18 1Q19 1Q20
Cash Position at the end of the Period Account Receivables
Payables to Third Parties
4.4
6.88.1
0.4%
0.3%0.3%
0.2%
1Q19 1Q20
GAAP non-GAAP
0.3% 0.3%
0.2% 0.2%
4Q19 1Q20
GAAP non-GAAP
LIQUIDITY, COSTS AND EXPENSESSolid balance sheet and relevant variable cost structure
1
8
94%
internet
audience
in Brazil4
unique
monthly
users4
113million
accesses in
UOL web
properties4
1.8billion
58.9%67.5% 72.1%
Jan-20 Feb-20 Mar-20
PagBank Nubank Banco Inter Others
UOL FIGURESGOOGLE SEARCHES SHARE1
by digital banks
APPS RATINGS3
1. Search criteria: Filtered by Financial Services > Checking Accounts;
2. Source:AppAnie – Last 90 days;
3.. Date: May 9, 2020;
4. Source: Comscore Mar-20.
On average, 53%
of our clients
use at least
3 products from
our ecosystem
PagBank app
is opened
11x a week2
by our active
clients.
ReviewsRating ReviewsRating
4.8 158k 4.5 297k
4.7 77k 4.3 132k
4.3 18k 4.5 358k
375k4.8 576k4.5
PAGSEGURO PAGBANK: ONLINE DISTRIBUTIONAttracting and engaging merchants and consumers backed by UOL
9
150 thousand
Total ContractsOct’18 to Mar’20
R$ 338million
Credit Portfolio
PAGS CAPITAL
ECOSYSTEMSTATUSDigital Account / Wallet 190%
Non-Acquiring TPV1
1Q20 | YoY growth
8.7
Non-Acquiring TPV1
1Q20 | R$ billion
FINANCIALSERVICES
Bill Payments# of transactions | QoQ growth
25%
Payroll Portability# of transactions | QoQ growth
37%
DIGITAL DISRUPTION
TPV Link of PaymentYoY
53%
QR Code# of transactions | QoQ growth
>30%
1. Non-Acquiring TPV: Includes prepaid card top-ups, cash cards spending, credit cards, mobile top-ups, wire transfers to different people, cash-in through boletos, bill payments, tax collections, P2P transactions, QR Code transactions, Loans and Super App.
R$ 156 million
CREDIT CARD PORTFOLIO
PAGBANKDiversifying our business
Oct-18
Moderninha Smart
Inventory Management
PAGS Capital
Sep-19
Super App
Moderninha X
Conta Rendeira
(Savings Account)
Nov-18
New Merchant Panel
Nov-19
Moderninha Pro 2
Dec-18
Multi-store Reports
Tilix Acquisition
Dec-19
NCR Partnership
Jun-18
Moderninha Plus
Mobile Top Up
New Sales App for iOS
Apr-19
Instant Payments
NetPOS Acquisition
Feb-20
PedeFácil
Certificate of Deposit (CD)
Sales App 2.0 Net POS
May-18
Bill Payments
Mar-19
Jan-20
Jul-18
QR Code Payments
P2P Payments
May-19
Credit Card
Cash Card
App Onboarding
Payroll Portability
PAG Health
Shell
Cabify
Mar-20
Sep-18
Boleto Charge
Management of pending orders
Aug-19
Minizinha Chip 2
Yamí Acquisition
Apr-20
Automobile Tax paymentsPartnership with Drugstores
PagproPequeno
Virtual Credit Card
Bolsa Merenda | MG
May-20
Services, Offers and
Discounts Map
(Radar de Ofertas)
New CDs
(110% to 120% over CDI)10
Jun-20
Loading…
PAGSEGURO PAGBANK: PRODUCT DEVELOPMENTAccelerated pace of new products
11
• PAGS has established an agreement with
drugstores/retail pharmacies and Shell
gas stations
• Cash back for PagBank users on the first
five purchases above 50 reais
• Fostering the adoption of PagBank cards,
diversifying the cash-in methods
• New partnership with the Government of
the State of Minas Gerais
• PagBank has been supporting the
government to distribute, through our
digital account, emergency benefits to
270k families and 380k students in a
situation of social isolation
CORONA VOUCHER | CASH BACK“BOLSA MERENDA” STATE OF MG
DRUGSTORES AND SHELL PARTNERSHIPS PAGPERTO
• Virtual shopping to support merchants and
individual entrepreneurs
• Digital Product catalog and shopping
vouchers (ie: buy 1 now, get 2 later)
• Find buyers through geolocation in their
neighborhood for online shopping
• Brazilian government is paying 600 reais to
the most vulnerable population
• Citizens can withdraw money or select other
banks to have their vouchers deposited
• PagBank was the 8th bank in the ranking
in terms of deposits received
NEW PRODUCTS AND SERVICESCreating a best-in-class ecosystem to promote financial and digital inclusion
12
MEDICAL AND DENTAL APPOINTMENT
Fixed prices for several medical and
dental specialties in all regions,
including telemedicine
MEDICAL EXAMS
Up to 70% discounts in health
clinics (Fleury A+, Delboni,
Lavosier, etc)
DRUGSTORE PARTNERSHIPS
20% minimum discounts on
medicines in licensed drugstores
LOTTERY TICKETS
Subscribers are automatically
entered into the Federal Lottery
R$ 9.90
Monthly
Subscription one subscription valid for up to 4 family members
R$ 14.90to
PAGBANK HEALTHHealthcare assistance subscription model with third-party partnerships
13
LINK OF PAYMENTSwww.pagseguro.com.br/linkdepagamento
• Card-less transaction
• Via e-mail, SMS or social media
• 1.8M transactions in Jan – Apr-20
• +78% YoY in Apr-20
PEDEFÁCIL www.pedefacil.com
• Online food delivery app
• Omni channel for food and
diversified delivery services
• Payments + software + online
menu + online ordering
ENVIO FÁCILpagseguro.uol.com.br/para-seu-
negocio/online/envio-facil
• Partnership with PAGS and Post
Office
• Promotional prices for merchants
• Less bureaucracy and faster
deliveries
QR CODE
• Contactless transactions
• 0% MDR
• 10% cash back to customers
• Fostering electronic payments
PAGPROPEQUENO.COM.BR Faster digital adoption for our merchants
WIRE TRANSFERS
• Unlimited transactions
for PagBank users
14
• PAGS 2Q20 net income margin levels similar to 1Q20 due to scalable platform and highly variable costs structure
• 5.5 million active merchants and 3.7 million PagBank active users: we continue to lead the financial inclusion and electronic
payments adoption through the crisis
• Our employees are our number one priority. Almost 100% of our workforce is currently working from home
• Withdrawing FY 2020 soft guidance (absolute TPV growth, take rate and net margin) given the lack of visibility into the
near-term economic effects of COVID-19
• The outbreak of COVID-19 is accelerating shift from cash to electronic transactions
• Community matters to us: (i) donating thousands of masks to public hospitals, (ii) donating more than 200 thousand food
baskets, (iii) promoting online concerts with donations of cash, food and health items to UNICEF Brasil, (iv) merchants
and community initiatives reached more than R$30 million
MANAGEMENT PERSPECTIVES
-3%
11%
Apr-20 May-20
2%
18%
Apr-20 May-20
15
TPV YoY growth per month
1. As of May 23, 2020.
ACTIVE MERCHANTS
PAGBANK ACTIVE USERS
Net Adds1
Apr + May
826K
Active UsersMay 23, 2020
~4.6M
Net Adds1
Apr + May
167K
Active MerchantsMay 23, 2020
~5.7M
TPV EVOLUTION Indexed to 100 in 1H Mar-20
100
66 6874
86
1H Mar-20 2H Mar-20 1H Apr-20 2H Apr-20 1H May-201
TPV EXCLUDING NATIONAL HOLIDAYS YoY growth per month
PAGSEGURO PAGBANK: COVID-19 IMPLICATIONS Healthy trends in TPV leading to 86% pre-COVID-19 levels in May
First Quarter 2020SUPPLEMENTAL INFORMATION
17
R$ millions 1Q20 1Q19
Net Income 356.9 309.7
Share-based long-term incentive plan (LTIP)1 15.3 23.8
Income Tax on non-GAAP adjustments2 (5.2) (8.1)
Total non-GAAP Net Income adjustments 10.1 15.7
Net Income non-GAAP 367.0 325.5
1. Share-based long-term incentive plan (LTIP): Stock-based compensation expenses and related employer payroll taxes. This consists of expenses for equity awards under our long-term incentive plan (LTIP). We exclude stock-based compensation expenses from our non-GAAP measures primarily because they are non-cash expenses
and the related employer payroll taxes depend on our stock price and the timing and size of exercises and vesting of equity awards, over which management has limited to no control, and as such management does not believe these expenses correlate to the operation of our business. In the three months ended March 31, 2020 and 2019, the
amounts of R$15.3M and R$23.8M, respectively, were mainly related to new shares issued to preexisting LTIP beneficiaries and to new employees participating in our LTIP, as well as the recurrent quarterly provision;
2. Income tax and social contribution on non-GAAP adjustments: In the three months ended March 31, 2020 and 2019, the amounts of R$10.1M and R$15.7M, respectively, consists of income tax at the rate of 34% calculated on the non-GAAP adjustments.
1Q20 RESULTSReconciliation of GAAP measures to Non-GAAP measures
INVESTOR
RELATIONSPagSeguro Digital Ltd.
https://investors.pagseguro.com/
+55 (11) 3914-9524