Brasilagro Brazilian Agric Real Estate Co Sponsored ADR (Brazil)

We're here for our conference call for the earnings of Brasilagro. We will be talking about nine months that ended on March 31st, representing Q3 of the year that ends on June 30. I'm here with our CEO, André Guillaumont, and our CFO, Gustavo Javier Lopes. And the announcements. If you wish to ask questions, please click on chat. If you want to send questions in writing, you can send through the platform. We're all connected. For those who are hearing us in English. The presentation is available in the chat in the English version. Once again, thank you for participating and I will pass the floor to Andre to begin to talk about what happened in this quarter. Thank you. Okay, Andre, you have the floor. Thank you, Anna. Good afternoon. Once again, a great pleasure to be with you and share with you this it's always complex to understand an agro company every quarter. It's good to see the whole year, but yes, we have the quarterly calls. We will talk about what happened in the quarter, how the company is evolving in terms of operations, people development, all the points we have been talking about, and to leave a lot of time for questions. So let's go on to the first page. First nine months, net revenue, 663 million, 25 million in net profit, adjusted a bit, 168 million. Operational revenue in here, the harvest, practically 100% of net profit. soybean in Brazil. We have some 203,000 tons in Brazil, Paraguay, and Bolivia. And although it's in the beginning of April, we did an important sale of farms, the remaining part of Araucaria Farm. And this, when we show the numbers, You will see this in the annual numbers. And this will certainly place the company having expressive, excellent results. Going on to the next page, a little more color on this topic.

Well, just a little more detail.

Here we have two sales. We sold the remaining part. And I'd like to explain why such a great difference in price. One of these is a lower area with a lot of sand, which had sugar cane. And you have also the areas that are mixed intermediate and lower areas. So to try to monetize, we sold the remaining part of Araucaria Farm. These two areas, the most expressive one is sale two. One is a lowland area, 300 bags in this low area where you can use it for pasture or sugar cane, but you have more risk to produce grain. And the other area, There we have some areas that we calculated at 1,300 bags per hectare, areas at 300. So the 790, the 790 is a mix of the 3,796 hectares. We had these three types of soil and... it has a different price. We got to 790 bags per hectare. Of the total, 1600 were lowlands. And the graph on the right, the first sale, we shall show the recurring results, a transaction that a purchase that began in 2006, and we're divesting the last part in 2023. And during these 16 years, we had a return rate of almost 14% in the lowlands and 15% in the farm as a whole. So very expressive and shows the capacity we have to join operational results with sale of farms. Well, here on the right, we have a summary. So we sell the farm in parts, and here we can give you a vision of the whole thing. This farm was acquired in the past, as I said. I said 2006, actually it was in 2007, April, 2007. And this farm was acquired for approximately less than 76 million. This includes CapEx. You, all those who follow us know this. It was bought for 76. So in our books, it's at 76 acquisition value plus capex of transformation. So a small area was transformed. Both of the area was already transformed. But 1,068 hectares were transformed. They were upgraded. And we made sales. We began to sell in May 2023, then a sale in June 14, March 17, May 17, May 18, April 23, the last two sales, April 23. So in total, 602 million reais. When we were talking about nominal value and we're talking about acquisition plus capex, and this was a farm that generated cash, positive cash during the years. So it's not a simple calculation, 602 minus 76, because... we had many years of positive flow, which are reflected in the return rate. They're not reflected in total value generation, which is 602 to 76. And this shows, once again, the capacity of our company to serve on times with good prices. The second sale and the first sale were sales. If you notice, we have in a certain way put pressure And the great difficulty of Gustavo explaining, because last year was different from this year. We wanted to sell well, but also shorten the payment terms. Why? You know very well. We had a price of soybean that was very high. And in the future, we know prices of soybean are dropping. So we wanted to shorten the payment terms to capture the better prices in what we were paid and also receive the money in the short term. Next slide. Here, we always tell you about investments, where investors' money is being invested. placed where we're taking the company. And here we have some projects that are structural projects. So they are structural changes. The adoption of connectivity, you know what this can represent, connectivity in the Brazilian GDP. And we have to be part of this. We have connectivity projects being implemented in some units a project that is a large operation, we're changing. We have an ERP, which supports the company, SAP, and we're substituting the vertical that supported the agricultural part. So this was implemented in many units. We have this pie chart showing the status of the projects, connectivity, the progress, and also field monitoring. Infrastructure is something that we presented in the beginning of the year. We're building a seed production plant where this is focused on seeds for our own consumption, soybean seeds. No one thought of this because it represented a very small part of the cost. And with biotechnology, the seeds now have a higher cost. So also corn, which was already high. So once again, the company focused on this. We were producing seeds in... in a simpler way. So now we're doing this professionally, a modern plant for seed production, and this will allow the company to have a lower cost for seeds with better standardization. Irrigation, we have focused a lot, especially in the state of Bahia, in San Jose. We're spending a lot to increase the yields, both in sugarcane and San Jose farm. Also, line pressurizing, more pivots. that are arriving are being erected, assembled, and also irrigation projects in the units in Bahia, in Arrujadinho and Rio do Meio. These are projects that are making a lot of progress. And the last area, area transformation, three areas, that were included in our portfolio. Panambi farm part was planted, but very small due to the time when we received, When we prepared the team, they planted a small area, and in the next harvest, it'll be total operation, almost 5,700 hectares. Regalito Farms say they planted this year a smaller area, and now in the next, they will reach 100% of the farm. And Fazenda São Domingos that we didn't plant this year, And this farm, as you remember when we announced, will be included in two steps. Half this year, we should include 3,000 hectares and the rest in the next harvest. In total, in the company, another 15,000 hectares in production, 15,000 addition, 15,000 in the state of Mato Grosso. So just showing you that. those who are here for a longer time see how much we we suffered we suffered this year two and two units in the state of bahia and so we're preparing the company to have to be able to absorb in a better way the impacts and the diversity of crops and regions the next slide a lot of people here are better than us to evaluate this here we see We see the curb getting to 138. Here are the highlights. Gustavo will show the company's numbers in this harvest. We're closing at 150 reais, soybean. And our budget was 157. And this is a medium and long-term vision. Corn, also a drop. Cotton. We had a small improvement. Cattle raising, you know very well. We have a great restriction in the consumption inside Brazil. This doesn't help the price. Ethanol, good news. Also, in ethanol and alcohol, we have seen an improvement. so this shows the scenario of the commodities the prices have dropped on the next slide on the next slide there is a scenario of commodities dropping price dropping In the last harvest, it was the idea. We planted with a low cost and sold at a high price. Here, all of Brazil planted with high costs, and those who sold very little sold well, and now the rest. For example, we sold a lot in soybean, but we're seeing in the next year a drop in prices. So the first graph, These peaks that you see, this was during the war, but we saw an increase with the effects restrictions in imports. So we see the peak during the war, 1,325. Last year, this harvest that we're reporting the result was planted with $925 per ton. And now we see a map around $580, $600 per ton. So I made a quick calculation. If you consider... Not the peak, 325. But if you look at what we bought, 955, with the price today, 580, you have savings of $375 per ton in cost. If we consider the map, we use 200 kilograms per hectare. We're talking about 375 times 0.2, $75. If we consider also an exchange rate of five reais to a dollar, savings in MAP or a reduction of 380 reais in phosphate fertilizer, the drop in cost. And you can make this calculation for the rest. On the right, we have the status of purchase of fertilizer. When we look at the bottom, we see urea and chloride. A lot of what we will report, you will see is sugarcane had a great impact on us and sugarcane has a stronger impact. It has a greater volatility in cost. When we talk about soybean, we're talking about 190 kilograms of map. In sugarcane, it's more than 500, 600 kilograms per hectare. So the impact of fertilizer on sugarcane, cotton too, same thing in cotton, the impact is even higher than soybean. So sugarcane, cotton, and corn, there's a greater impact from fertilizer. So this drop will be expressive for these three products that I mentioned, the cost reduction. The graph on the right here, we see the status of purchase. We have advanced in our purchases. So we bought We closed some, but the others we waited. We have accessors that give us information about fertilizer. There are people looking at this all the time and we knew that this would happen, the drop in costs. So we started to buy little and we sold soybean and we bought chloride. The graph at the bottom on the right, just to illustrate, brings us the exchange between a ton of fertilizer, MAP, urea, with the bags of soybean. Here, I believe we should use nitrogenated for sugar cane, but using MAP and chloride, we had a historical relationship of 13.50, and today we have 19, 19 bags per per ton of MAP. And here we have 11. So it's still a little higher, this exchange, but there was an expressive recovery in terms of fertilizer per bags of product due to the drop in the price of fertilizers. Here on the next, many people know our day-to-day work. We're in Q3. Everything planted, harvest, 97% harvested. In the case of soybean, 6% of corn. Most of our corn, we... So corn is harvested after soybean. And also we have the winter crop for corn. In the case of beans, 100% harvested. And in the case of cotton, 0%. We should begin to harvest cotton now at the end of May, beginning of June in the units in Bahia and a little later in Mato Grosso. So this is the situation. At the bottom, here we see productivity in brown. Here we see minus 7% in soybean versus estimate. And here I'd like to explain this minus seven. First, reduction in the area and also in productivity. These are farms that we sold and we did not plant in them. and also less leasing in this volume. And everyone knows we had two operational units in Bahia, Chaparral Farm and Arrujadinho, an expressive reduction in productivity in relation to last year due to the summer of 35 days. And other units produced more. so in general a drop of seven percent part of this from reduction in the air due to cellar farms and also less in also lower productivity in marignon almost 75 bags of productivity very productive and in the case of bayou with this drought 40 bags per hectare. So farms that last year produced 65, 67 bags. So Arrojadinho produced 67 bags. This year we closed, we estimate at 40, 41 bags, a drop due to the drought, an expressive drop in these two units. But I believe this shows we were more dependent on Bahia than today. Even with an expressive reduction in these two units, when we look at the whole company, we have a drop of 4%, 4%. When we exclude the areas that were not planted due to the sale of farms, then it's 4%. Now, derivatives. and how we're working on this. Harvest 22.23, almost closed, very little to sell. Harvest 22.23, we have parts sold, 12% of the harvest sold, and an exchange rate of 5%. 0.73 reais per dollar. And in the harvest now, we will have an exchange rate of 5 reais and 38 cents to a dollar. In the past, it was higher, 5.52 reais to a dollar. Now, our currency in Brazil appreciated, and now it's lower. Chicago, on average, we sold at 1462. And what we're selling for next year, 13.50, 13.5 on the last line, a very important part, which is receivables from farms. We monitor this in the P&L. When we look at total production plus receivables, we have 28% receivables, 11% production sold. So we have an expressive, we have a good sales volume and receivables 1378. So corn, we have, and we sold very little. Hedge is small. We had positive results. We have a buffer to go to the market and get better prices. Cotton, we're finalizing, also selling. especially due to the reduction in Chaparral Farm. And I apologize, we didn't put here as sold because it's not sold in New York, but we have sales of cotton. We sold practically 25% of physical in the case of cotton, but we have 515 sales This represents a thousand points on. We made some transactions of barter with inputs for the next harvest. And it's not only this barter operation is not only inputs for cotton only. We have so 23, 24. So ethanol, we have begun to sell. In the last months, we saw an increase in the price of ethanol. So we're selling ethanol. And in the last line, receivables from farms, we have 23, 100% sold. This was sold at a Chicago 14.10. And 24, 30% sold at an exchange rate of 5.69 reais to a dollar. Well, Gustavo, you have the floor. These numbers will help you a lot to explain things. Thank you, Andre. Good afternoon to all the participants in our conference call. Well, let's see the main numbers. Here we will present the nine months that ended on March 31st. Our year begins on July 1st. When we see net revenue, 663 million reais, due to the same factors that we explained in the previous quarter, the company is selling everything that's remained from the previous soybean harvest Andre mentioned 203,000 tons. This is what we expect. It's almost all 100% harvested. And in the future, 120,000 tons of corn, and then a new period to harvest sugarcane. This drop in revenue, the main reason is, lower amount of tons of soybeans sold. We explained already in the same period of last year, we had decided to sell a lot of soybean because there was an uncertainty in terms of logistics. It was a good decision. That's one of the reasons. Also the price at the time, we decided to anticipate sales And this year, we're a little slower in sales. Sugarcane, we already mentioned last year, we had begun with an average of $1.45 and we had a drop to $1.14 and another problem. then but we mentioned this a reduction of 200 000 tons in sugar cane which was the consequence of the fire that we suffered in the farm which was which affected 1.4 million tons so When we recognize the sale of farms last year, we had a lot of sales in Taquari Farm this year. We have a small sale already announced and also Rio do Meio. These are the reasons why we're having a drop in revenue. When we look at adjusted EBITDA, 168 million reais, we see that the margin, EBITDA margin drops 23%. Last year was 45%. And we have been saying this drop in margin in grains. We will see this in detail on the next page. in the case of grains. If we had good prices, the pressure on costs, especially fertilizer, may cause this drop. And we also have sugarcane. We had mentioned we had an impact of 150 million Reais and we explained 50 million for a lower volume, 200,000 tons with an operational problem in the company, 50 million due to the drop in price and the other 50 million, the costs. Here we see net profit, here, 25.8 million reais, and forward, what do we have? In April, as he mentioned, we announced the sale of the remaining part of Araucaria Farm. We sold the remaining part of the farm, and this, we have two contracts, and it will be delivered and recorded in the next quarter. And we will also have the beginning of the new harvest for sugarcane and the harvest of corn and part of the winter crop too. On the next page, as mentioned, we see here soybean, this volume that I mentioned. Here, 98,000 tons. Last year, 145,000 tons. And 65,000 tons of this corresponds to the harvest we're harvesting now. Unit price, although the value is higher, the prices are high. And when we look at the cost per ton, this increase in cost affected the margin for soybean, 47%, 28%, but the prices are still good. Looking at corn, 122,000 tons, we sold 100% of the harvest last year, and this winter crop, 90,000 tons that we had that were the result of the winter crop, we had already paid high fertilizer costs. And we see here the price per ton and the margin. You can see here the cost, total cost. And the margin of 50% at the bottom is higher than historical margins. Sugarcane, this is the most important results. Same situation. We haven't had the results of the new harvest. Here, I'd like to remind you, drop in the amount number of tons, 1,387,000 to 1,161,000 these semesters. In 2022, the price had gone up a lot. And in 22, the harvest that we're having now, there was this drop in price. Here too, taxes that drop, drop in the price of oil. So the price, the cost of sugarcane dropped now. And when we look at Reais per ton, you can see that why this cost is this way. So if we had the cost of 226, the cost would be 100 per hectare, but also this also has to be added to operational problems that we had. On the next slide, we will see a bit of operations. Here to remind you, we have the net profit without sale of farms. We know that our fortress is the combination of the two results, operational and sale of farms. Here we eliminated the sale of farms. We included depreciation. We included results from derivatives. Here we see that we had 40 million We used a hedge when we bought the inputs. And then the market price changed. We had a smaller value being selling at 160 reais per bag of soybean. We had hedged at 150. And this impact gave us this negative effect. This year, it's the opposite. We're seeing in the region of the state of Mato Grosso, where we have important operations, we're seeing 125, 130 rice per bag of soybean. And so this is the impact. On the right, we have the main crop that is sugarcane and soybean. So in the future, nine months, we will begin once again to harvest sugar cane, 600, 700,000 tons. We will, the sale of 140,000 tons of soybean, and also we will sell part of corn.