IRM (Investor Relationship Management) e Gestão da Base Acionária
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IRM (Investor Relationship Management)
Sandra Matsumoto, Client Relationship Manager
Targeting: Como conhecer e gerenciar sua base de acionistas?
Agosto de 2009
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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
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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
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• 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
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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
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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
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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
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The Profile - List of Activities and Meetings
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Activity Input Meetings Input
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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
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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
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The Profile Report - Contact
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The Profile Report – Export VCard
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Merge with outlook system
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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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