2. Summary
History and Profile
PINE
History
Business Strategy
Competitive Landscape
Focus on the Client
Corporate Credit
Hedging Desk
PINE Investimentos and Distribution
Pillars
Rating Upgrades
Highlights and Results
Corporate Governance and PINE4
Organizational Structure
Corporate Governance
Committees
Capital Increase, Split, and Shareholder Structure
Dividends and Interest on own Capital
Appendix
Investor Relations | 1Q12 | 2/32
4. PINE
Specialized in providing financial solutions for large corporates…
Credit Portfolio by Annual Client Revenues
Up to R$150 March 31st, 2012
million
15%
Over R$1
billion
52%
R$150
million to
R$500
million
R$500
million to
$
16%
Profile
R$1 billion
17%
Focused on g establishing g long-term p
relationships with Business is structured along four primary business lines:
large corporates
Close relationships and product penetration
g p y
• Corporate Credit: credit and financing products
• Hedging Desk: instruments for hedging and risk
management
•• PINE Investimentos: Investment Banking and
Investment/Wealth Management
• Distribution: Funding and investment solutions
for foreign and local investors
Investor Relations | 1Q12 | 4/32
5. History
...with extensive knowledge of Brazil’s corporate credit cycle.
1939
Pinheiro Family
founds
End of 2007
Focus on expanding the Corporate Banking franchise
Di ti ti f th ll d d tibl l b i
October, 2011
Subscription of PINE`s capital by DEG 1,015 1,029
Banco Central do
Nordeste
Discontinuation of the payroll-deductible loan business
October, 2007
Creation of the Hedging Desk
May, 2007
801
827 825
867
1975
Noberto Pinheiro
Creation of PINE Investimentos product line
and start up of Cayman branch
2005
Noberto Pinheiro becomes
PINE’s sole shareholder
becomes one of
BMC’s controlling
shareholders
4,118
5,747
6,921
7,300
Corporate Credit Portfolio (R$ Millions) 335
121 126 140 136
152 171
209
Shareholders' Equity (R$ Millions)
1997 155 184 222 341 521 620 755 663 761
1,214
2,854 3,070
18
62
Noberto and Nelson
Pinheiro sell their
stake in BMC and
found PINE
Dec-97
Dec-98
Dec-99
Dec-00
Dec-01
Dec-02
Dec-03
Dec-04
Dec-05
Dec-06
Dec-07
Dec-08
Dec-09
Dec-10
Dec-11
Mar-12
Asian Russian
Devaluation
Nasdaq Sept Brazilian
Banco Santos
Subprime
Banco
European
Crisis
Crisis
liquidity crisis
Panamericano
Community
March, 2007
IPO
of the real
Sept. 11 Elections
(Lula)
May, 2012
15 years
Investor Relations | 1Q12 | 5/32
7. Competitive Landscape
PINE serves a niche market of companies that lack adequate banking options, seeking a bank that fully
understands their needs……
Market
Consolidation of the banking sector has
Large Multi-Services banks
decreased the supply of credit lines and financial
instruments for corporates
Foreign banks are in a deleveraging process
100% Corporate
g g gp
PINE
100% focused on providing complete service
to companies, offering customized products
.
Corporate & SME
Foreing banks
Full service Bank – Credit, Hedging, and
Investment Bank products – with room for
growth
SME & Retail
~10 clients per officer
Competitive Advantages:
Focus
Retail
Fast response: Strong relationship with
clients, with credit committee twice a
week and answer to clients in up to one
week
S i li d i
Specialized services
Tailor-made solutions
Product diversity
Investor Relations | 1Q12 | 7/32
8. Focus Always on the Client
The bank develops a strategy of product diversity, tailored to meet the needs of each client.
CDIs
CDs
LCIs
CCBs Private
Pricing of Assets and
Liabilities
Fixed Income
Currencies
CDBs
RDBs
LCAs
Eurobonds
Placements
Financial
Letters
Local Currency
Liquidity
Management
Working Capital
Overdraft
Commodities
Equities
CRIs Debentures
Foreign Currency
Distribution Treasury
Trading
Working Capital
Underwriting
Accounts
BNDES Onlending
Bank Guarantees
Compror
ACC/ACE
Clients
Corporate
Credit
PINE
Investimentos
Capital
Markets
Advisory
Local Currency
Onlending
Foreign Currency
Trade Finance
g
Advisory
Investment/
Wealth
Private
Placements
Bank
Guarantees
Fixed Income
Export Finance
Finimp
Letters of Credit
2,770 onlending
Hedging Desk
Fixed Income Currencies
Credit Funds
Management
Structured/
Project
Finance
Structured/
Project
Finance
Structured
Finance
Funds
Portfolio
Management
Swap NDFs
Structured Swaps
Syndicated and
Commodities Structured Loans
Options
Investor Relations | 1Q12 | 8/32
9. Corporate Credit
Strong track record and solid credit origination and approval process.
Actions Credit Committee
Personalized, agile service, working closely with clients
and keeping a low client to account officer ratio: each
officer handles ~10 economic groups on average.
q
Meets twice a week – reviewing 20 proposals on average
Minimum quorum: 4 members - attendance of CEO or
Chairman is mandatory
Members:
Chairman of the Board
Geographic coverage of clients, providing the bank with
local and extremely up-to-date credit intelligence and
information.
CEO
Chief Operations Officer
Chief Administrative Officer
Chief Credit Officer
Established long term relationship with more than 600
economic groups
Origination network is comprised of 11 branches divided
into 14 origination platforms in Brazil’s major economic
centers
Participants:
Executive Director of the Hedging Desk
Treasurer
More than 30 credit analysts, assuring that analysis is
fundamentally driven and based on industry-specific
intelligence
Credit Analysts
Other members of the Corporate Banking
origination team
Efficient loan and collateral processes, documentation,
and controls, which has resulted in a low NPL track record
pp
Credit Approval: Electronic Process
Origination Officers
Credit Analysts
Credit origination analysis clients Regional Heads of
Origination and Credit
Analysis
Vice President and
Analysts of Credit
Presentation to the Credit Committee
CREDIT COMMITTEE
Centralized and unanimous
Discussion on sizing sizing, collateral
collateral,
Credit analysis, visit to clients, data
updates, interaction with internal
research team
decision making process
structure, etc.
Investor Relations | 1Q12 | 9/32
10. Hedging Desk
PINE is the 1st player in terms of commodities to clients¹.
Client Notional Derivatives Portfolio by Market Notional Value and (MtM)
March 31st, 2012
R$ Millions
358 354 354
Notional Value
MtM
MtM Stressed
Fixed
Income
30%
Currency
62%
106 84
178 157
126
236 224
Commodities
8% 3 428 3 457 3 709 3 712 4 287
Notional: R$4.3 billion
3,428 3,457 3,709 3,712 4,287
Mar-11 Jun-11 Sept -11 Dec-11 Mar -12
Market Segments Portfolio Profile
Fixed Income: Fixed Floating Inflation Libor
Scenario on March March, 31st
Duration: 198 days
Mark-To-Market : R$126 million
Fixed, Floating, Inflation, Currencies: Dollar, Euro, Yen, Pound, Canadian Dollar,
Australian Dollar
Stress Scenario (Dollar: +31% and Commodities Prices: -30%):
Stressed MTM: R$354 million
Commodities: Sugar, Soybean (Grain, Meal and Oil), Corn,
Cotton, Metals, Energy
*Source: Cetip Report, March 2012.
Investor Relations | 1Q12 | 10/32
11. PINE Investimentos and Distribution
...adding value for clients, while optimizing the use of the Bank's capital.
PINE INVESTIMENTOS
Market Segments
Capital Markets:
16
Volume of Underwriting Transactions Revenues
Structuring and Distribution of Fixed
Income Transactions
317
Financial Advisory
Project Finance
M&A
Hybrid capital transactions
233
Assets under Management
Fixed Income
-
1Q11 4Q11 1Q12
0 1
1Q11 4Q11 1Q12
Distribution Desk
Credit Funds
Exclusive Mandates
Portfolio Management
Local and Foreign Investors
Family Offices Corporates Financial Institutions Foreign Investors
High Net Worth Individuals Asset Managers Pension Funds
Investor Relations | 1Q12 | 11/32
12. Pillars
Strategy supported by solid fundamentals, built and achieved over the years…
Adequate capital structure Strong and motivated team
Capital Adequacy Ratio (BIS) of 16 4% Meritocracy
Right incentives
Highly qualified team
16.4%
Regulatory Capital: R$1.3 billion
DEG and PINE partnership
R$ 237 million subordinated debt, qualified as Tier
II capital
Corporate clients
Strong relationship
Customized service
Efficient funding structure
Longer average maturities: 17 months (Mar/12)
Greater diversification of funding sources
In-depth knowledge of client needs
Product diversity
USD25 million 10 year funding with Proparco
USD37.5 million funding uptake in Islamic format
with the Saudi bank Al Rajhi
USD106 million A/B Loan (Jan/11) with the IIC
Investor Relations | 1Q12 | 12/32
13. Rating Upgrades
...with market recognition and positive evaluation by rating agencies.
On December 7th, 2011:
PINE’s rating in global scale, to
BB+ from BB- (two notches)
On May 14th, 2012
Foreign and Local Currency Long-
Term IDR to 'BB' from 'BB'-
PINE’s rating in national scale, to
brAA from brA (three notches)
On August 23rd, 2011:
Local currency rating, to brA from
National Long-Term Rating to
'A+(bra)' from 'A(bra)'
Viability rating upgraded to 'bb'
from 'bb-'
Banco Pine S.A. USD 125 million
brA-Reaffirmed
the Rating in foreign
currency in BB-Revision
from PINE’s outlook to
positive
Subordinated notes to 'B+' from 'B'
Fitch attributed this upgrade to the diversification of
PINE's funding profile and its good assets and
liabilities management, provided by the adequate
h f h di d f di b k ddi i
The agency based its ratings on the strong asset-quality,
adequate liquidity, capital, and earnings.
S&P also emphasizes the gradual funding
di ifi i h h f i i match of the credit and funding books. In addition,
the Agency considered that the positive liquidity gap
allied with the good cash position evidences the
Bank's overall solid financial strength. According to
the Agency, the Bank’s continued increase in fee
income mainly due to higher product penetration is
diversification, through foreign issuances,
securitizations, and the recent capital increase
subscribed by DEG
income, penetration, a good indicator of the successful maintenance of
profitability levels.
Investor Relations | 1Q12 | 13/32
15. 1Q12 Key Figures
The main indicators showed improvement in the period…
R$ Millions
Expanded Corporate
Credit Portfolio1
25.4%
Total Funding
20.7%
Corporate Credit
Coverage
80 bps
5 823 7,300 2.7% 5,322 6,421 3.5%
5,823
Mar -11 Mar -12 M 11 M 12
M 11 M 12
1 Includes guarantees and private securities
Mar-Mar-Mar-Mar-Shareholders´ Equity Net Income ROAE
17.1 % 51.6%
430 bps
879 1,029 31 47 15.2% 19.5%
Mar-11 Mar-12 1Q11 1Q12 1Q11 1Q12
Investor Relations | 1Q12 | 15/32
16. Product and Revenue Diversification
...with contributions from all business lines, as a result of the strategy of complete service to clients.
Clients with more than one Product Penetration Ratio – Clients with more than one Product
3.0
More than 1 product 1 product
2.7
60% 56% 42%
2.5
40% 44% 58%
Mar-10 Mar-11 Mar-12 Mar -10 Mar -11 Mar -12
Corporate Revenues Breakdown
1Q11 1Q12
Corporate
Credit
69.0%
PINE
Investimentos
0.5%
Treasury
3.4%
Corporate
PINE
Investimentos
10 2%
Hedging Desk
Credit
57.3%
10.2%
Treasury
8.2%
27.1%
Hedging Desk
24.3%
Investor Relations | 1Q12 | 16/32
18. Credit Portfolio Profile
... growing in a diversified manner…
Credit Portfolio by Industry Segments Geographic Distribution
Midwest
North
2%
Electric and
Renewable
Energy
8%
Foreingn Trade
5%
Transportation
and Logistics
5%
Food Industry
4%
Specialized
Services
Northeast
5%
10%
Infrastructure
8%
Agriculture
4%
Meatpacking
3%
South
7%
8% Metal and Mining
3%
Beverages and
Tobacco
3%
Southeast
76%
Construction
9%
Vehicles and
Parts
3%
Chemicals
2%
Sugar and Ethanol
20%
Telecom
2%
Financial
Instituions
Materials of 2%
Constrution and
D ti
Others
9%
Decoration
2%
Investor Relations | 1Q12 | 18/32
19. Credit Portfolio Quality
... with quality, collaterals, and adequate credit coverage.
Credit Portfolio Quality – March 2012 Non Performing Loans > 90 days
B
32.7%
0.7% 0.7%
Contracts Overdue
Installments Overdue
C
0.6%
0.5% 0.5%
0 3% 0 3% 0 3%
AA A
11.1%
D-E
1.5%
F-H
0.3%
0.2%
0.3% 0.3%
0.2%
Total Credit Coverage Collaterals
80 b
AA-52.7%
2.0% Mar-11 Jun-11 Sept-11 Dec-11 Mar-12
bps
-10 bps Products
Pledge
Guarantees 44%
2%
2.7% 3.6% 3.5%
Investments
3%
Properties
Pledge
Mar-11 Dec-11 Mar-12 Receivables
31%
20%
Investor Relations | 1Q12 | 19/32
20. Funding
Diverse sources of funding…
R$ Millions
Trade Finance
6,248
6,544 6,421
267 310 246 233
220 237
353 276
158
102 86
250
125
413
377 435
596
814
753
841 Private Placements
5,182 Multilateral Lines
4 622
5,437 5,322
5,936
224 320
210 165
250 281
46
42 53
66 110162 161 31
453
626
829
867
898 867 867 868
-
-
21
33
247 256 281 291
203
194
194
201
239
227
200
160
282
87
151
166
172
448
405
International Capital
Markets
Local Capital Markets
4,622
4,304
27-6 BNDES
1,287 1,253 1,196 1,186 85
1 064 1,124
1,463 1,530 1,114
175
198 214
218
212 228 248
201
272
50
36
41
242
Demand Deposits
1,064 I t b k Interbank Ti Time D it
Deposits
1,566 1,646 1,654 1,592 1,720 1,845 1,965 2,130 2,128
High Net Worth Individual
Time Deposits
Corporate Time Deposits
Mar-10 Jun-10 Sept-10 Dec-10 Mar-11 Jun-11 Sept-11 Dec-11 Mar-12
Institutional Time
Deposits
Investor Relations | 1Q12 | 20/32
21. Asset & Liability Management
... presenting a positive gap of 3 months between the credit and funding portfolios.
Matching of Transactions
CREDIT FUNDING
Credit Exposure to Total Funding Ratio
88%
82%
BNDES BNDES
Trade Finance Trade Finance
80%
76%
81%
Deposits
Working Capital, Private
Securities* And Cash Letras Financeiras
* I l d d b CRI b d d h d f d h Off h F di
ALM Deposits vs. Total Funding
4,304 5,322 6,421
Includes debentures, CRIs, eurobonds, and hedge fund shares Offshore Funding
Mar-11 Jun-11 Sept-11 Dec-11 Mar-12
R$ Millions R$ Millions
30%
37% 41%
Others
, 2,668
1,969
2,336
1,608 1,594
Credit Funding
1 432
70% 63% 59%
Deposits
-
,
435
1,432
915
31 109
144
Mar-10 Mar-11 Mar-12
No maturity Up to 3
months
(includes
Cash)
From 3 to 12
months
From 1 to 3
years
From 3 to 5
years
More than 5
years
Investor Relations | 1Q12 | 21/32
22. Capital Adequacy Ratio (BIS)
...and strong capitalization ratios.
Tier II Tier I
Minimum Regulatory
Capital (11%)
18.5% 18.4%
3.9% 3.6%
17.4% 17.1% 16.6%
3.6% 3.7% 3.4%
19.6%
4.5%
18.5%
4.2%
16.4%
14.9% 3 1%
0.5%
3.1%
14.4% 14.6% 14.8% 13.8% 13.4% 13.2% 15.1% 14.3% 13.3%
Mar -10 Jun -10 Sept -10 Dec -10 Mar -11 Jun -11 Sept-11 Dec -11 Mar -12
R$ millions Bis Ratio(%)
Tier I 1,025 13.3%
Tier II 237 3.1%
Total 1,262 16.4%
Investor Relations | 1Q12 | 22/32
23. Guidance 2012
PINE is ready to capture 2012's business opportunities, and reaffirms the guidance for 2012.
Guidance
Expanded Corporate Credit Portfolio 17% - 22%
Personnel and Administrative Expenses 8% - 12%
NIM 5.5% - 7.5%
ROAE 17% - 20%
Investor Relations | 1Q12 | 23/32
25. Management Structure
Non-bureaucratic, entrepreneurial, and meritocratic culture with a flat hierarchy, speeding the decision
making process.
Noberto Pinheiro Noberto Pinheiro Jr Maurizio Mauro Gustavo Junqueira Mailson da Nóbrega Antonio Hermann
Chairman Vice Chairman Independent
Member
External Member Independent
Member
Independent
Member
INTERNAL EXTERNAL AUDIT AUDIT COMPENSATION AUDIT COMMITTEE
Tikara Yoneya COMMITTEE PWC
CEO
Noberto Pinheiro Jr
ASSET MANAGEMENT
Dan Cohen
HUMAN RESOURCES
Sidney Vilhena
COO
Norberto Zaiet
CRO
Gabriela Chiste
CAO
Ulisses Alcantarilla
CFO
Susana Waldeck
International
Origination
Investments
Cash Flow Management
Asset & Liabilities Back
Office
Controlling
Accounting
Tax Planning
Credit
Compliance & Internal
Controls
Sales & Trading
Research Macro /
Commodities
Legal
Collaterals Management
Special Assets
Middle Office
g
IT
Accounts Payable
Office Management
Marketing
Investor Relations
Risks
From April 2012 on
Investor Relations | 1Q12 | 25/32
26. Corporate Governance
PINE has the best corporate governance practices…
Three independent members and one external member on the Board of Directors
Mailson Ferreira da Nóbrega: Brazil’s Finance Minister from 1988 to 1990
Maurizio Mauro: Former CEO of Booz Allen Hamilton and Grupo Abril
Antonio Hermann: Former CEO of Banco Itamarati, Director at FEBRABAN and elected Director of
Brazilian Banking Association
Gustavo Junqueira: Former Head of PINE Investimentos, Member of the Board of Directors at
EZTEC, Financial Advisor at Arsenal Investimentos and CFO at Gradiente Eletronica
São Paulo Stock Exchange (BM&FBovespa) Level 2 Corporate Governance
Audit and Compensation Committee reporting directly to the Board of Directors
100% tag along rights for all shareholders, including non-voting shares
Arbitration procedures for fast settlement of litigation cases
First Brazilian bank to release BR GAAP and IFRS quarterly
Investor Relations | 1Q12 | 26/32
27. Committees
…favoring collective decision making.
Main decisions are taken by committees: Board of Directors and a structure of specific committees
Non-stop exchange of knowledge, ideas, and information
Transparency
45 days BOARD OF DIRECTORS
RISK
COMMITTEE
AUDIT
COMMITTEE
COMPENSATION
COMMITTEE
45 days Bi-annually Monthly
CEO
COMMITTEES
INVESTMENT
EXECUTIVE CREDIT
LITIGATION
TREASURY
COMMITTEE
ALCO
HUMAN
RESOURCES
BANK
INTERNAL
PERFORMANCE
EVALUATION IT ETHICS
CONTROLS AND
COMPLIANCE
Monthly Twice a week Weekly Weekly Bi-monthly Every 2 months Monthly 45 days Quarterly On demand
From April 2012 on
Investor Relations | 1Q12 | 27/32
28. Capital Increase, Split, and Shareholder Structure
Successful capital increase done in September and approved by the Central Bank in December.
The first and only equity investment by DEG in a Brazilian bank. The agreement will expand the collaboration between
the two institutions.
Split adjusted price per share: R$15.06
Total shares: 2,904,228 preferred shares
Total amount: R$43,749,988.80
Approximately 14% split on February 27th.
Split ratio: 14.18
New shares issued: 12,274,766
Ownership structure:
As of March 31, 2012
Common Preferred Total %
Controlling Shareholder 51.886.766 1 5.595.863 6 7.482.629 68,3%
Management - 5.155.650 5.155.650 5,2%
Free Float - 2 6.214.495 2 6.214.495 26,5%
Individuals - 3 .608.935 3 .608.935 3,7%
Institutional Investors - 1 0.445.307 1 0.445.307 10,6%
Foreign Investors - 1 2.160.253 1 2.160.253 12,3%
Total 51.886.766 4 6.966.008 98.852.774
Investor Relations | 1Q12 | 28/32
29. Dividends and Interest on Own Capital
PINE has delivered an attractive dividend yield paying dividends/interest on own capital on a quarterly
basis.
55
33
45
30
35
40
35
16
25 25
15
1S07 2S07 1S08 2S08 1S09 2S09 1S10 2S10 1S11 2S11 1Q12
Investor Relations | 1Q12 | 29/32
31. Social Investment and Responsibility
PINE supports and promotes the Brazilian culture and sports
Social
Instituto Alfabetização Solidária
Culture
Paulo von Poser: exhibit of the painter Paulo
von Poser, who is one of Brazil’s most prominent
artists
Instituto Casa da Providência Quebrando o Tabu: documentary based on the
analysis from the former President of Brazil,
Fernando Henrique Cardoso, on the fight against
drugs
Além da Estrada: motion picture, which
received the award for best in the 2010
Sports
Minas Tênis Clube: training program for
athletes
director Rio Festival
Responsible Credit
“Li fE i ” h B kd fi
Most Green Bank
Lists of Exceptions”: the Bank does not finance
projects or those organizations that damage the
environment, are involved in illegal labor
practices or produce, sell or use products,
substances or activities considered prejudicial to
society.
System of environmental monitoring, financed by
the IADB and coordinated by FGV, and internally-produced
sustainability reports for corporate
loans.
Recognized by the International Finance Corporation
(IFC), private agency programs of the World Bank as the
most "green" bank as a result of its transactions under
the Global Trade Finance Program (GTFP) and its on
lending to companies focused on renewable energy and
ethanol.
Investor Relations | 1Q12 | 31/32
32. Investor Relations
Noberto Pinheiro Jr.
CEO
Susana Waldeck Norberto Zaiet Jr.
CFO COO
Raquel Varela
Head of Investor Relations
Alejandra Hidalgo
Investor Relations Manager
Phone: +55-11-3372-5343
www.pine.com.br/ir
ir@pine.com.br
This presentation contains forward-looking statements related to business prospects, estimates for operating and financial results, and estimates related to prospects for growth at Banco Pine. These are
merely projections and as such are based exclusively on the expectations of Banco Pine’s management concerning the future of the business and its continued access to capital to fund the Company’s
business plan. Such forward-looking statements depend, substantially, on changes in market conditions, government regulations, competitive pressures, and the performance of the Brazilian economy and
the industry, among other factors and risks disclosed in Banco Pine’s filed disclosure documents, and are, therefore, subject to change without prior notice.
Investor Relations | 1Q12 | 32/32