This document provides an overview of PINE, a Brazilian bank specialized in providing financial solutions to wholesale clients. It discusses PINE's history and business lines, including corporate credit, fixed income, currencies and commodities (FICC), capital markets, and financial advisory services. The summary highlights PINE's focus on long-term client relationships and customized solutions, its diversified revenue sources, solid financial fundamentals, and recent rating upgrades recognizing its profitability and funding diversification.
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History and Profile
PINE
History
Business Strategy
Competitive Landscape
Focus on the Client
Corporate Credit
FICC
PINE Investimentos
Pillars
Rating Upgrades
Highlights and Results
Corporate Governance and PINE4
Organizational Structure
Corporate Governance
Committees
Dividends and Interest on own Capital
Appendix
Summary
4. Investor Relations | 4Q12| 4/32
PINE
Specialized in providing financial solutions for wholesale clients…
Credit Portfolio by Annual Client Revenues
Profile
December 31th, 2012
Focused on establishing long-term relationships
Profound knowledge and product penetration
Business is structured along four primary business lines:
•
Corporate Credit: credit and financing products
•
FICC: instruments for hedging and risk management
•
Capital Markets: Structuring and Distribution of Fixed Income Transactions.
•
Financial Advisory: Project & Structured Finance, M&A, and hybrid capital transactions.
Over R$1 billion57% R$500 million to R$1 billion19% R$150 million to R$500 million19% Up to R$150 million5%
5. Investor Relations | 4Q12| 5/32
155 184 222 341 521 620 755 663 761 1,214 2,854 4,254 4,804 6,016 7,065 7,948 18 62 121 126 140 136 152 171 209 335 801 827 825 867 1,015 1,220 Dec-97Dec-98Dec-99Dec-00Dec-01Dec-02Dec-03Dec-04Dec-05Dec-06Dec-07Dec-08Dec-09Dec-10Dec-11Dec-12 Corporate Credit Portfolio (R$ Millions) Shareholders' Equity (R$ Millions)
History
...with extensive knowledge of Brazil’s corporate credit cycle.
1997
Noberto and Nelson Pinheiro sell their stake in BMC and found PINE
March, 2007
IPO
1939 Pinheiro Family founds Banco Central do Nordeste
1975
Noberto Pinheiro becomes one of BMC’s controlling shareholders
Devaluation
of the real
Nasdaq
Sept. 11
Brazilian Elections
(Lula)
Subprime
Asian Crisis
Russian Crisis
European Community
May, 2012
15 years
End of 2007
Focus on expanding the Corporate Banking franchise
Discontinuation of the payroll-deductible loan business
May, 2007
Creation of PINE Investimentos products line and opening of the Cayman branch
2005
Noberto Pinheiro becomes PINE’s sole shareholder
October, 2007
Beginning of the FICC Business
October, 2011
Subscription of PINE’s capital by DEG
August, 2012 Subscription of PINE’s capital by DEG, Proparco, Controlling Shareholder and Management
November, 2012
Opening of the broker dealer in New York, PINE Securities USA LLC
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Competitive Landscape
PINE serves a niche market of companies that lack adequate banking options, seeking a bank that fully understands their needs.
100% focused on providing complete service to companies, offering customized products
.
Corporate & SME
SME & Retail
Retail
100% Corporate
Large Multi-Services banks
Market
Consolidation of the banking sector has decreased the supply of credit lines and financial instruments for corporate
Foreign banks are in a deleveraging process PINE
Full service Bank – Credit, Hedging, and Investment Bank products – with room for growth
~10 clients per officer
Competitive Advantages:
Focus
Fast response: Strong relationship with clients, with the credit committee meeting twice a week and response times to clients of no more than one week
Specialized services
Tailor-made solutions
Product diversity
Foreign and Investment Banks
8. Investor Relations | 4Q12| 8/32
Focus Always on the Client
The bank develops a strategy of product diversity, tailored to meet the needs of each client.
Working Capital
CDIs
Bank
Guarantees
Exclusive Funds
Portfolio
Management
Swap
NDFs
Structured
Swaps
BNDES
Onlending
Bank
Guarantees
Compror
ACC/ACE
Export
Finance
Finimp
Letters
of
Credit
2,770 onlending
Overdraft
Accounts
Syndicated
and
Structured
Loans
Fixed Income
Currencies
Commodities
Equities
CDBs
CDs
RDBs
LCAs
LCIs
Debentures
CRIs
CCBs
Eurobonds
Private
Placements
Financial
Letters
Clients
Treasury
Corporate
Credit
FICC
PINE
Investimentos
Distribution
Capital
Markets
Financial Advisory
Local Currency
Foreign Currency
Fixed
Income
Currencies
Commodities
Pricing of Assets and
Liabilities
Liquidity
Management
Trading
Local Currency
Onlending
Foreign Currency
Trade Finance
Participation
Funds
Options
Working Capital
Underwriting
Corporate &
Structured
Finance
M&A
Project
Finance
Structured
Finance
Private Credit Funds
Real Estate Funds
Rural Credit
Aircraft
Financing
Investment Management
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Corporate Credit
Actions
Credit Committee
Strong track record and solid credit origination and approval process.
Credit Approval: Electronic Process
Origination Officers
Credit origination
Credit analysis, visit to clients, data updates, interaction with internal research team
Credit Analysts
Regional Heads of Origination and Credit Analysis
Presentation to the Credit Committee
CRO, Executive Directors and Analysts of Credit
Centralized and unanimous decision making process
CREDIT COMMITTEE
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
CEO
Chief Operating Officer
Chief Administrative Officer
Chief Risk Officer Participants:
FICC Executive Director
Credit Analysts
Other members of the Corporate Banking origination team
Personalized and agile service, working closely with clients and keeping a low client to account officer ratio: each officer handles ~10 economic groups.
Geographic coverage of clients, providing the bank with local and extremely up-to-date credit intelligence and information.
Established long term relationships with more than 600 economic groups
Origination network is comprised of 11 branches divided into 14 origination platforms in Brazil’s major economic centers
More than 30 credit analysts, assuring that analysis is fundamentally driven and based on industry-specific intelligence
Efficient loan and collateral processes, documentation, and controls, which has resulted in a low NPL track record
Discussion on sizing, collateral, structure, etc.
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FICC
Client Notional Derivatives Portfolio by Market
Market Segments
Notional Value and MtM
Portfolio Profile
Proven trackrecord: 2nd in commodity derivatives1.
Scenario on December 31st, 2012
Duration: 204 days
Mark-to-Market : R$197 million Stress Scenario (Dollar: +31% and Commodities Prices: -30%):
Stressed MtM: R$498 million
December 31st, 2012
1Source: Cetip Report, December 2012
Fixed Income: Fixed, Floating, Inflation, Libor
Currencies: Dollar, Euro, Yen, Pound, Canadian Dollar, Australian Dollar
Commodities: Sugar, Soybean (Grain, Meal and Oil), Corn, Cotton, Metals, Energy
R$ millions
Commodities18% Fixed Income15% Currencies67% 3,712 4,287 4,720 4,875 5,036 157 126 256 238 197 354 354 597 629 498 Dec-11Mar-12Jun-12Sept-12Dec-12 Notional valueMtMStressed MtM
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PINE Investimentos
Consolidation of the Investment done through the year in the franchise.
Volume of Underwriting Transactions
Revenues
Transactions
R$ Millions
R$ Millions
Capital Markets: Structuring and Distribution of Fixed Income Transactions.
Financial Advisory: Project & Structured Finance, M&A, and hybrid capital transactions.
118915614Q113Q124Q1220112012306.7% 233 217 160 856 1,040 4Q113Q124Q122011201221.5%
R$100,000,000
May, 2012
Promissory Notes
Coordinator
R$540,000,000
March, 2012
M&A
Exclusive Advisor
R$67,000,000
June, 2012
Promissory Notes
Coordinator
R$60,000,000
October, 2012
Promissory Notes
Coordinator
R$91,000,000
October, 2012
Debentures
Coordinator
R$52,000,000
July, 2012
Project Finance
Financial Advisor
12. Investor Relations | 4Q12| 12/32
Pillars
Strategy supported by solid fundamentals, built and achieved over the years…
Strong and motivated team
Meritocracy
Right incentives
Highly qualified team
Adequate capital structure
Capital Adequacy Ratio (BIS) of 16.2%
Regulatory Capital: R$1.5 billion
Corporate clients
Strong relationship
Customized service
In-depth knowledge of client needs
Product diversity
Efficient funding structure
Longer average maturities: 17 months (Dec-12)
Greater diversification of funding sources
PINE issues the first Brazilian Huaso Bond in Chile, the transaction amounted to US$73 million with a 5-year term
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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)
PINE’s rating in national scale, to brAA from brA (three notches) On August 23rd, 2011:
Local currency rating, to brA from brA-
Reaffirmed the Rating in foreign currency in BB-
Revision from PINE’s outlook to positive
On May 11th, 2012
Foreign and Local Currency Long- Term IDR to 'BB' from 'BB'-
National Long-Term Rating to 'A+(bra)' from 'A(bra)'
Viability rating upgraded to 'bb' from 'bb-'
Banco Pine S.A. USD 125 million 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 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 a good indicator of the successful maintenance of profitability levels.
The agency based its ratings on the strong asset-quality, adequate liquidity, capital, and earnings. S&P also emphasizes the gradual funding diversification, through foreign issuances, securitizations, and the recent capital increase subscribed by DEG.
On August 23rd, 2012:
PINE’s outlook upgraded to Positive
Moody's explained that the positive outlook reflects PINE’s profitability through a well- executed strategy, and which has ensured earnings recurrence. The rating action also captures the bank's improved funding diversification, well managed asset quality metrics and its good liquidity and capital management.
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4Q12 Events and Highlights
Positive revenue contributions from all business lines in 2012: 62.8% from Corporate Credit, 16.7% from FICC, 10.2% from Treasury and 10.3% from PINE Investimentos, consolidating its strategy.
PINE issues the first Brazilian Huaso Bond in Chile. The transaction amounted to US$73 million with a 5-year term and the 2nd Islamic format issuance in the amount of US$37.5 million, with a 1-year term.
As announced in August, 2012, Proparco subscribed in February 2013 to approximately R$27 million in PINE4 shares.
Positive liquidity gap maintained for over 10 quarters: 14 months for credit, versus 17 months for funding.
Liquid balance sheet, influenced by increased funding that raised the cash position to R$1.8 billion, equivalent to 50% of time deposits.
On December 11, 2012, PINE adopted the Equator Principles.
Once again, PINE is one of the 15 largest players in derivative transactions and the 2nd largest in commodity derivative according to Cetip (OTC Clearing House).
According to Anbima’s Fixed Income Origination ranking, PINE was 9th in origination by number of transactions and 11th by financial volume.
9th in credit to large companies, 15th largest bank in Brazil offering corporate credit, and 5th in wealth generated per employee, according to the “Maiores e Melhores” ranking compiled by Exame magazine.
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2012 Financial Highlights
The main performance indicators continued to show positive development in the period…
R$ Millions
7,065 7,948 Dec-11Dec-12Total Credit Risk112.5% 1,015 1,220 Dec-11Dec-12Shareholders' Equity20.2% 61 120 20112012Fee Income 96.7% 162 187 20112012Net Income 15.4% 17.2%16.8% 20112012ROAE70 bps17.9%26,544 7,062 Dec-11Dec-12Total Funding7.9%
1 Includes Letters of Credit to be used, Bank Guarantees, Credit Securities to be Received and Private Securities (bonds, CRIs, eurobonds and fund shares)
2 Excludes capital increase of R$139.6 million incorporated into shareholders´equity in September 2012
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Product and Revenue Diversification
...with contributions from all business lines, fruits of the strategy of complete service to clients.
Clients with more than one Product
Penetration Ratio – Clients with more than one Product
Revenue Mix
Corporate Credit63.7% FICC24.7% Treasury8.6% PINE Investimentos3.0% 2011Corporate Credit62.8% FICC16.7% Treasury10.2% PINE Investimentos10.3% 20122.93.02.8Dec-10Dec-11Dec-12
47%
59%
61%
53%
41%
39%
Dec
-
10
Dec
-
11
Dec
-
12
More than 1 product
1 product
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Loan Portfolio1
The portfolio resumed its growth to reach 12.5% in the year…
R$ millions
3,358
3,132
3,126
3,300
3,289
3,370
3,332
3,274
3,377
71
122
279
322
386
670
683
787
846
881
912
881
883
883
822
800
853
1,022
1,117
1,372
1,534
1,687
1,684
1,599
1,699
2,114
520
622
772
756
782
1,021
1,154
942
781
269
230
190
124
102
81
64
47
36
Dec
-
10
Mar
-
11
Jun
-
11
Sept
-
11
Dec
-
11
Mar
-
12
Jun
-
12
Sept
-
12
Dec
-
12
Individuals
Trade finance
Bank Guarantees
Onlending
Private Securities
Working Capital
6,016
6,053
6,495
6,875
7,065
7,426
7,641
7,444
7,948
1 Includes Letters of Credit to be used, Bank Guarantees, Credit Securities to be Received and Private Securities (bonds, CRIs, eurobonds and fund shares)
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Loan Portfolio Quality
Loan Portfolio Quality
Credit Coverage
Non Performing Loans > 90 days
Collaterals
... with quality, collaterals, and adequate credit coverage.
December 31st, 2012
Products Pledge46% Receivables28% Properties Pledge23% Investments1% Guarantees2% 3.4%3.5%3.3% 4Q113Q124Q12
AA
-
A
51.0%
B
36.9%
C
7.6%
D
-
E
1.4%
F
-
H
3.1%
0.6%0.7% 0.6% 0.8% 1.2% 0.2%0.2%0.2% 0.4% 0.6% Dec-11Mar-12Jun-12Sept-12Dec-12Contracts overdueInstallments overdue
20. Investor Relations | 4Q12| 20/32
Continuous Loan Portfolio Management
4Q12
4Q11
Reduced exposure of the Sugar and Ethanol sector, from 18% to 15%;
Increased participation in other sectors such as Electric and Renewable Energy, Agriculture, and Construction;
Reshuffle of the 20 largest clients in approximately 25%;
20 largest clients represented 28% of the total portfolio.
Sugar and Ethanol15% Electric and Renewable Energy13% Construction12% Agriculture9%Infrastructure6% Transportation and Logistics5% Specialized Services4% Metallurgy4% Foreign Trade4% Food Industry3% Vehicles and Parts3% Metal and Mining2% Chemicals2% Telecom2% Construction Material2% Meatpacking2% Financial Institutions2% Other10% Sugar and Ethanol 18% Construction 10% Infrastructure 8% Electric and Renewable Energy 8%Agriculture 7%Transportation and Logistics 6% Foreign Trade 5% Specialized Services 4% Meatpacking 4% Food Industry3% Financial Institutions3% Telecom3% Vehicles and Parts3% Beverages and Tobacco3% Chemicals2% Metallurgy2% Other11%
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Funding
Diversified sources of funding…
R$ millions
1,592
1,720
1,845
1,965
2,130
2,128
2,153
2,056
2,245
1,530
1,114
1,287
1,253
1,196
1,186
1,228
1,177
1,174
214
218
212
228
250
281
223
213
146
320
272
210
165
106
161
194
176
121
42
41
53
66
112
31
33
33
30
829
867
898
867
934
868
813
840
903
21
33
247
256
281
291
553
640
901
194
185
205
237
246
233
295
260
409
160
282
267
310
353
276
234
156
152
158
155
84
86
250
125
118
180
173
377
435
596
814
686
841
1,089
1,073
808
Dec
-
10
Mar
-
11
Jun
-
11
Sept
-
11
Dec
-
11
Mar
-
12
Jun
-
12
Sept
-
12
Dec
-
12
Trade Finance
Private Placements
Multilateral Lines
Intl Capital Markets
Local Capital Markets
Onlending
Demand Deposits
Interbank Time Deposits
High Net Worth Individual
Time Deposits
Corporate Time Deposits
Institutional Time
Deposits
5,322
5,437
7,062
5,902
6,248
6,544
6,421
6,933
6,804
22. Investor Relations | 4Q12| 22/32
Asset & Liability Management
... presenting a positive gap between credit and funding.
ALM
Deposits vs. Total Funding
Matching of Transactions
CREDIT
FUNDING
BNDES
BNDES
Trade Finance
Trade Finance
Deposits
Working Capital, Private Securities1 and Cash
Financial Bills
Intl. Funding
1 Includes debentures, CRIs, eurobonds, and fund shares
R$ Millions
Loan / Total Funding
R$ Millions
58%54%53% 42%46%47% Dec-11Sept-12Dec-12OthersTotal Deposits6,804 6,544 7,062 77% 82% 76% 72%71% Dec-11Mar-12Jun-12Sept-12Dec-12
-
3,256
2,312
1,447
449
133
30
2,017
1,628
2,148
1,030
209
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
Credit
Funding
23. Investor Relations | 4Q12| 23/32
Capital Adequacy Ratio (BIS)
BIS ratio reached 16.2%.
R$ millions
BIS Ratio(%)
Tier I
13.4%
Tier II
2.8%
Total
16.2%
1,220
257
1,477 13,8%13,4%13,2% 15,1%14,3%13,3%12,6%14,0%13,4% 3,6%3,7%3,4% 4,5%4,2% 3,1%3,3% 3,0%2,8% 17,4%17,1%16,6% 19,6% 18,5% 16,4%15,9% 17,0%16,2% Dec-10Mar-11Jun-11Sept-11Dec-11Mar-12Jun-12Sept-12Dec-12Tier ITier IIMinimum Regulatory Capital (11%)
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Capital Increase
Beginning of the subscription period.
On February 5, 2013 began the regulatory period of exercise of subscription rights and leftovers for the capital increase by Proparco, who will subscribe a total of R$26,954,999.40 at a unit price of R$14.28. In the regulatory period, shall be subscribed at least 1,887,605 shares and a maximum of 6,030,087 if all minority choose to join the subscription.
Accordingly, the BIS ratio will increase in a minimum of 30 bps and a maximum of 60 bps.
With the approval of the Central Bank, Proparco will hold approximately 1.7% of PINE’s shares.
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Management Structure
Non-bureaucratic, entrepreneurial, and meritocratic culture with a flat hierarchy, speeding the decision making process.
CEO
Noberto N. Pinheiro Jr
COO
Norberto Zaiet
CRO
Gabriela Chiste
CAO
Ulisses Alcantarilla
CFO
Susana Waldeck
Origination
Investment Banking
Sales & Trading
Research Macro / Commodities
International
Asset & Liabilities Back Office
Legal
Collaterals Management
Special Situations
Middle Office
Controlling
Accounting
Tax Planning
IT
Accounts Payable
Office Management
Marketing
Investor Relations
Credit and F.I. Research
Compliance & Internal Controls
Credit, Market ,and Liquidity Risks
INTERNAL AUDIT Tikara Yoneya
COMPENSATION COMMITTEE
AUDIT
COMMITTEE
EXTERNAL AUDIT
PWC
Noberto Pinheiro
Noberto N. Pinheiro Jr
Maurizio Mauro
Gustavo Junqueira
Mailson da Nóbrega
Chairman
Vice Chairman
Independent
Director
External
Director
Independent
Director
HUMAN RESOURCES
Sidney Vilhena
BOARD
27. Investor Relations | 4Q12| 27/32
Corporate Governance
PINE commits to best corporate governance practices…
Two 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
Gustavo Junqueira: Former Head of PINE Investimentos, Member of the Board of Directors at EZTEC, Financial Advisor at Arsenal Investimentos and CFO at Gradiente Eletrônica
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
28. Investor Relations | 4Q12| 28/32
Committees
…favoring collective decision making.
Main decisions are taken by committees
Non-stop exchange of knowledge, ideas, and information
Transparency
CEO
Twice a week
Weekly
Monthly
Twice a month
Every 2 months
Weekly
Monthly
Quarterly
On demand
Every 2 months
Bi-annually
Monthly
45 days
45 days
RISK COMMITTEE
AUDIT COMMITTEE
BOARD OF DIRECTORS
COMPENSATION COMMITTEE
COMMITTEES
CREDIT
ASSET & LIABILITY COMMITTEE
ALCO
EXECUTIVE
LITIGATION
HUMAN RESOURCES
INVESTMENT BANK
PERFORMANCE EVALUATION
IT
ETHICS
INTERNAL CONTROLS AND COMPLIANCE
29. Investor Relations | 4Q12| 29/32
Dividends and Interest on Own Capital
PINE has delivered an attractive dividend yield paying dividends/interest on own capital on a quarterly basis.
R$ millions
25
25
33
45
30
35
40
35
55
40
60
2H07
1H08
2H08
1H09
2H09
1H10
2H10
1H11
2H11
1H12
2H12
31. Investor Relations | 4Q12| 31/32
Social
Instituto Alfabetização Solidária
Instituto Casa da Providência
Sports
Minas Tênis Clube: training program for athletes
Most Green Bank
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 onlending to companies focused on renewable energy and ethanol
Global Compact
PINE joined the Global Compact initiative in October 2012. The UN initiative mobilizes the international business community to adopt fundamental and internationally accepted values in their business practices in the areas of human rights, labor relations, environment and combating corruption, which are reflected in ten principles.
Social Investment and Responsibility
PINE supports and promotes the Brazilian culture and sports
Culture
Paulo von Poser: exhibit of the painter Paulo von Poser, who is one of Brazil’s most prominent artists
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 director in the 2010 Rio Festival Responsible Credit
“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. Equator Principles
On December 11, 2012, PINE adopted the Equator Principles, which are principles applied to Project Finance transactions where total project capital costs exceed US$10 million and are based on International Finance Corporation Performance Standards on social and environmental sustainability and on the World Bank Group Environmental, Health, and Safety Guidelines (EHS Guidelines).
32. Investor Relations | 4Q12| 32/32
This report may contain forward-looking statements concerning the business prospects, projections of operating and financial results and growth outlook of PINE. These are merely projections and as such are based solely on management’s expectations regarding the future of the business. These statements depend substantially on market conditions, the performance of the sector and the Brazilian economy (political and economic changes, volatility in interest and exchange rates, technological changes, inflation, financial disintermediation, competitive pressures on products and prices and changes in tax legislation) and therefore are subject to change without prior notice.
.
Investor Relations
Noberto N. Pinheiro Junior
CEO
Susana Waldeck Norberto Zaiet Junior
CFO / IRO COO
Raquel Varela
Head of Investor Relations
Alejandra Hidalgo
Investor Relations Manager
Eduardo Pinotti
Investor Relations Analyst
Ana Lopes
Investor Relations Analyst
Phone: +55-11-3372-5343
www.pine.com/ir
ir@pine.com