IRM (Investor Relationship Management)

Sandra Matsumoto, Client Relationship Manager

Targeting: Como conhecer e gerenciar sua base de acionistas?

Agosto de 2009

Managing your Investors

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Institutional Investors – Who and Where

Investor influencerssell-side community, investment banks, third-party research, media, IR team

Investorsmutual funds, pension funds, insurance companies, asset managers, banks

System (IRM)

Enter and manage

interactions with both the

Buy-Side and Sell-Side

Investors & Analysts

Brokers

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Los Angeles, CALos Angeles, CA

San Francisco, CASan Francisco, CA

St. Petersburg, FLSt. Petersburg, FL

New York, NYNew York, NY

Philadelphia, PAPhiladelphia, PA

Memphis, TNMemphis, TN

Charlotte, NCCharlotte, NC

Louisville, KYLouisville, KY

Baltimore, MDBaltimore, MD

St. Louis, MO

Minneapolis, MNMinneapolis, MN

Milwaukee, WIMilwaukee, WI

Chicago, ILChicago, IL

Houston, TXHouston, TX

Omaha, NEOmaha, NE

Seattle, WASeattle, WA

Phoenix, AZPhoenix, AZ

Denver, CODenver, CO

Dallas, TXDallas, TX

Helena, MTHelena, MT

San Diego, CASan Diego, CA

Fort Lauderdale, FLFort Lauderdale, FL

St. Louis, MO

AUM

International Investors

BostonBatterymarch

Boston Company

Fidelity Mgmt.

Harvard Mgmt.

Keystone

Mass Financial

Oechsle

Pioneering Mgmt.

Putnam Advisors

State Street

Wellington Mgmt.

Mid-WestAMEX IDS

Northern Trust

Northwest Mutual

State of Wisconsin

Strong Capital

Waddell & ReedWest CoastBrandes

Capital Group

Colonial Newport

Denver Inv. ADV

Dresdner RCM

Founders

Kingdon Capital

Lazard Asset Mgmt

Lexington

MSAM

Neuberger & Berman

Omega

Oppenheimer Funds

Sanford Bernstein

Scudder

TIAA/CREF

US Trust

Warburg Pincus

New YorkAlliance Capital

American Century

Ark Asset Mgmt.

Brown Brothers

CSAM

Citigroup

Federated Global

Fiduciary

Goldman Sachs

GE

Jennison

JP Morgan AM

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South EastFranklyn/Templeton

Hansberger

Jacobs AM

Mercator

Suntrust Bank

Founders

Franklin Group

Hotchkis & Wiley

Invesco (Denver)

Janus (Denver)

LGT AIM

Montgomery

Newport Pacific

Nicholas Applegate

Pacific Mutual

TCW

TexasAIM US Global

Texas ERS USAA

Texas Teachers Van Kampen

Mid-AtlanticDelaware

Dupont

EMIC

Franklin Mutual

Invesco (Atlanta)

Marvin & Palmer

Miller Anderson

MLIM

Prudential

State of New Jersey

T. Rowe Price

Vanguard

Dallas

Huston

Los Angeles

San Francisco

• Prospect for New Investors

• Prepare for Roadshowso Manage IR contacts

Tool to maximize value of the IR programs

Managing your Investors

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o Manage IR contactso Generate contact and institution profile reports

• Track and Report on IR and Management Activitieso Who a company’s investors are and whyo Where management should be dedicating its time to enhance

shareholder value

Managing your Investors

Access to robust and timely, global contact data and insightful and helpful customer service

• Global, multi-asset class contact databaseo 75,000 qualified and updated contacts;

56,000 buy-side equity contacts; 14,000 hedge funds contacts; 13,000 sell-side contacts.

o 100+ People in the US, Europe, and Cape Town actively

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o 100+ People in the US, Europe, and Cape Town actively researching, collecting and analyzing Contact data

• Industry Leading Customer Serviceo 24 hour/7 day a week support by a staff that not only

understands the data but the workflow of an IRO

o Multi-lingual research and services staff help to conduct research and support clients around the world

The IRM Platform

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Overall Features

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Overall Features

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The Source: 13-F Form

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Name of the company

Prospect Feature

Target peer/industry group holders that are not invested in your company

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The Profile – Overview

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The Profile – Holding Snapshot

Target institutional investors by location – region, country, city

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The Profile – Holding Position

Check investors' interest in Brazil

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The Profile - List of Funds

- Detailed list of funds

- Understand your

real/current shareholder base

- Merge the positions

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The Profile - List of Contacts

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- Send an e-mail from the list

- Download the complete list of contacts

- Integrate CRM data

The Profile - List of Activities and Meetings

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Activity Input Meetings Input

The Profile Report

- Create custom, management-

ready Investor Profiles

- Historical position

- Peer list historical position

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- Industry top holdings

- Creates both: institution and

contact profiles

The Profile Report – Activities and Meetings

- Review meeting

history (phone and

e-mail interactions)

- Active IR record

- Notes on topics

discussed during

interactions with the

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interactions with the

investment

community

The Profile Report - Contact

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The Profile Report – Export VCard

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Merge with outlook system

The Profile Report – Tracking Actions

Track your interactions with investors, analysts and key constituents

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- Shareholder base diversification

- Follow institutional investor holding trends;

- Follow peers institutional investor holdings;

Final Remarks

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- Become more pro-active/analytical in IR activities; and

- Need for discipline to maintain system updated.

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