Dealmaker Q&A

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TTR DealMaker Q&A with Garrigues Colombia Partner Andrés Ordóñez Rizo

Andrés Ordóñez Rizo – Garrigues Colombia

Andrés Ordóñez Rizo is a partner at Garrigues and co-director of the Corporate Law and Mergers & Acquisitions practice area at the firm’s Bogotá office. He is admitted to the practice of law in the State of New York (USA) and Colombia. His expertise in M&A is related primarily to cross-border acquisitions and private equity transactions, in which he has represented mainly multinational corporations, strategic investors and private equity funds in the acquisition of assets located in Latin America. Andrés has worked on numerous high-profile transactions in a broad range of industries, including financial services, private equity, insurance, infrastructure, telecommunications, the pharmaceutical sector, technology, oil & gas, energy, and logistics, among others. Prior to joining Garrigues, Andrés worked for several years at the New York office of Willkie Farr & Gallagher and at the Washington D.C. office of Arnold & Porter.
He qualified as a lawyer at Universidad Javeriana (Bogotá, Colombia). He has a Master of Laws degree specializing in the Securities Market and Financial Regulation (with honors) from Georgetown University (Washington, DC) and a postgraduate degree in Commercial Law from Universidad de los Andes (Bogotá, Colombia). He has been recognized for his expertise in M&A by prestigious legal directories such as Chambers & Partners Global Guide, Legal 500 and IFLR1000.

TTR: What are the most relevant drivers for consolidating the M&A market in Colombia and Latin America, over the medium and long term?

A.O.:  Several drivers will be key for the region’s M&A market, in both the medium and long term. First and perhaps most importantly, we need to continue inspiring investor confidence by constructing legal systems with clear and stable rules that give investors certainty about their investments in terms of feasibility, forecasts, development and returns. Secondly, the region’s currencies have been seeing a devaluation, which has sparked a greater appetite among foreign capital, as investors view our jurisdictions as a place to acquire assets at a discount by making their acquisitions in strong currencies such as the US dollar or the euro. 

In Colombia, we will also see a growing need for capital to help consolidate the position of major market suppliers able to keep up with the rising demand for mass consumer goods, financial services, telecommunications etc., due to the expanding middle class. Lastly, we have seen that in Colombia, the medium-term trend will continue to be marked by ambitious transport infrastructure renewal plans (airports, ports and highways), such as the 4th Generation concessions plan launched in 2013, carrying on with the 5th Generation infrastructure projects seeking to transform the country’s connectivity. These efforts will require sizable investment commitments and will continue attracting strategic investors and investment funds.   

TTR: As one of the leading M&A advisors in the Colombian financial sector according to our TTR legal ranking, how has Garrigues handled the current crisis in terms of advising clients and what opportunities has it identified in the past months through the current situation in this sector in Colombia?

A.O.:  Our financial sector has shown resilience and soundness in response to the external shock triggered by the Covid-19 health crisis, thanks to the implementation of prudential rules by the regulator, as these added stability to our financial system. In particular, we have seen lots of activity and opportunities in the fintech sector, as well as among non-traditional and non-banking players that offer payment solutions outside of the banking arena, such as payment gateways and systems. At Garrigues, for example, we advised Rappi in concluding an agreement with Davivienda for the joint provision of financial and non-financial services through the Rappipay platform. 

We have also identified a market interest in reaching those people who do not have their money in the formal financial system, by offering them banking options and financial facilities. This was the case in our advice to Enel-Condesa on forging an alliance with Scotiabank Colpatria to develop financial solutions for residential customers and SMEs; and our advice to Bancamía in its first social welfare bonds to finance female entrepreneurs from vulnerable populations. Along the same line is the acquisition by Banco W, one of the top microfinance banks, of Financiera de Pagos, a regulated entity specializing in remittances, which allowed Banco W to extend its services (remittances, which are generally used in small towns and remote villages) to a segment of the population that traditionally does not use formal banking services.  

TTR: In which sectors might international investors find the biggest opportunities in Colombia in the second half of 2021? Why?

A.O.:  In addition to the financial and fintech sectors we mentioned earlier, we see investment opportunities in the healthcare, telecommunications and infrastructure sectors. In telecommunications, we note rather dynamic growth and a prevalence of deals and mergers between competitors. In this regard, we would cite our advisory services to DirecTV in the sale of its internet business line to Colombia Telecomunicaciones (Movistar), in which we are working to achieve the complex regulatory approvals required for the deal. We also advised Ufinet in its agreement with Empresa de Telecomunicaciones de Bogotá (ETB) to jointly supply a neutral dark fiber optic network for metropolitan Bogotá. Lastly, particularly noteworthy were our advisory services to Andean Tower Partners Colombia in the joint issue of an international bond between Colombia, Peru and Chile, for a combined value of USD 375,000,000, under United States Regulation S (Reg S) & Rule 144A.

In terms of infrastructure, as we said earlier, major capital investments are needed in order to carry out the 4th and 5th Generation transport infrastructure projects. Here we advised in two projects to acquire 4th Generation highways, and we recently advised I Squared Capital, an international private equity fund, in the purchase of the five companies forming Grupo Empresarial Puerto de Barranquilla, one of the most important ports in Colombia.

TTR: What is the outlook for the Colombian healthcare sector in 2021? 

A.O.:  We expect that the 2019 and 2020 healthcare trends will carry through the whole of 2021, with strategic investors and investment funds having a notable appetite for acquiring private clinics. We believe that international investors’ interest in the healthcare sector will continue to be a guiding market trend, particularly their tendency to build private hospital networks, as has been the case since Grupo Quirónsalud arrived in Colombia. The Colombian private healthcare system, which has traditionally been very fragmented and in the hands of the founders of medical centers (generally doctors), offers high-potential assets that allow them to be grouped under large foreign conglomerates seeking to generate economies of scale and to secure profits and synergies through consolidation as business groups. 

We have been at the forefront of healthcare sector deals. To cite a few, we have advised Grupo Quirónsalud (part of the Fresenius Group) in every step of its arrival and expansion in Colombia. In particular, in 2020, in mid-pandemic, we assisted Quirónsalud in closing its acquisitions of Centro Médico Imbanaco in Cali for more than USD 350 million, and its purchase of Clínica de la Mujer, its first clinic acquired in Bogotá. Likewise, we would also note our advisory services to Grupo Ortiz on the structuring and financing of Hospital de Bosa, a very important project for the hospital network in Bogotá. Lastly, we are currently advising in four other deals in the healthcare sector, on both the buyer and seller sides.

TTR: How will the current political situation in Colombia affect the M&A market?

A.O.:  The protests taking place in Colombia since April 2021 triggered some uncertainty among financial investors and strategic buyers. However, the initial uncertainty was quickly dispelled by the growing trust in a complete economic recovery. In particular, the number of deals taking place and in the pipeline has risen exponentially from the same period of 2020. We expect this trend to hold throughout the second half of 2021 and throughout 2022.

TTR: What will Garrigues’ main challenges be in terms of M&A deals in Colombia during the second half of 2021?

A.O.:  We facethe same challenge as our clients: getting things back to normal step by step. At Garrigues, we have the advantage of being at the forefront of the kind of innovation that allows us to tackle our clients’ needs no matter how complex they are or how difficult the situation is. Over the years, we have creatively harnessed technology and implemented tools that make our processes more efficient and allow us to dedicate more time to matters that generate higher added value for our clients. In fact, Garrigues was recently awarded as the Most Innovative Law Firm of Continental Europe in the FT Innovative Lawyers Awards, organized by the prestigious Financial Times and the specialist research and consulting company RSG Consulting.

Spanish version

Andrés Ordóñez Rizo – Garrigues Colombia

Andrés Ordóñez Rizo es socio de Garrigues y codirector de la práctica de Derecho Corporativo y de Fusiones y Adquisiciones (M&A) en la oficina de Bogotá. Está licenciado como abogado en el estado de Nueva York (EEUU), y en Colombia. Su práctica en M&A se concentra en adquisiciones transfronterizas y operaciones de capital privado, en donde ha representado principalmente a corporaciones multinacionales, inversionistas estratégicos y fondos de capital privado en la adquisición de activos ubicados en Latinoamérica. Andrés ha trabajado en numerosas transacciones destacadas en un amplio espectro de industrias, incluyendo servicios financieros, capital privado, seguros, infraestructura, telecomunicaciones, farmacéuticas, tecnología, oil & gas, energía, logística, entre otras. Antes de unirse a Garrigues, Andrés trabajó por varios años en la oficina de Nueva York de Willkie Farr & Gallagher y la oficina de Washington D.C. de Arnold & Porter.
Andrés es abogado titulado de la Universidad Javeriana (Bogotá, Colombia). Cuenta con un LLM en Mercado de Valores y Regulación Financiera (con honores) de la Universidad de Georgetown (Washington, DC) y un postgrado en Derecho Comercial de la Universidad de los Andes (Bogotá, Colombia). Ha sido reconocido como experto en F&A por prestigiosos directorios legales como Chambers & Partners Global Guide, Legal 500 e IFLR1000.

TTR:¿Cuáles serán los drivers más relevantes para la consolidación del mercado M&A en el mediano y largo plazo para Colombia y América Latina?

A.O.:  Existen varios drivers que serán determinantes para el mercado de M&A en la región, tanto en el mediano como en el largo plazo. El primero, y quizás más importante, será continuar generando confianza en los inversores, lo cual se logra a partir de la construcción de ordenamientos jurídicos con reglas claras y estables que permitan a los inversores tener certeza sobre la viabilidad, proyección, desarrollo y retorno de su inversión. En segundo lugar, la tendencia a la devaluación de las monedas de la región ha generado un mayor apetito de los capitales extranjeros, puesto que ven en nuestras jurisdicciones la posibilidad de adquirir activos con un descuento en cambio proveniente de realizar sus adquisiciones con monedas fuertes como el dólar o el euro. 

En Colombia también veremos una creciente necesidad de capitales para consolidar la posición de grandes jugadores del mercado que puedan suplir una creciente demanda de bienes de consumo masivo, servicios financieros, telecomunicaciones, etc., como consecuencia de una clase media en expansión. Finalmente, evidenciamos que también en Colombia, la tendencia para el mediano plazo continuará marcada por ambiciosos planes de renovación de infraestructura de transporte (aeropuertos, puertos y carreteras), como lo fue el plan de concesiones de 4ª Generación iniciado en 2013, y que continuará con proyectos de infraestructura de 5ª Generación que buscan transformar la conectividad del país, los cuales requerirán importantes compromisos de inversión y continuará atrayendo a inversionistas estratégicos y fondos de inversión.   

TTR: Garrigues, al ser uno de los líderes del asesoramiento M&A en el sector financiero en Colombia según nuestro ranking legal TTR: ¿Cómo ha manejado la crisis actual en términos de asesoramiento y qué oportunidades han encontrado en los últimos meses a través de la coyuntura en Colombia en este sector?

A.O.:  Resaltamos el hecho que nuestro sector financiero haya demostrado resiliencia y solidez frente al shock externo ocasionado por la emergencia sanitaria derivada de la Pandemia del Covid-19, debido a la implementación de normas de regulación prudencial por parte del regulador que dotan de estabilidad a nuestro sistema financiero. En esta materia, hemos evidenciado particular dinamismo y oportunidades en el sector de fintech, así como en materia de agentes no tradicionales y no bancarios que prestan soluciones de pago no bancarizadas, como son los sistemas y pasarelas de pago. Por ejemplo, desde Garrigues asesoramos a Rappien la celebración de un acuerdo con Davivienda para la prestación conjunta de servicios financieros y no financieros, a través de la plataforma Rappipay. 

También, percibimos un interés particular por llegar a población no bancarizada, ofreciendo facilidades financieras y opciones de bancarización, como es el caso de nuestra asesoría aEnel-Codensa en la celebración de una alianza con Scotiabank Colpatria para el desarrollo de soluciones financieras para clientes residenciales y pequeñas y medianas empresas, y nuestra asesoría a Bancamía en su primera emisión de bonos sociales para financiar a mujeres empresarias en condiciones de vulnerabilidad. En la misma línea se destaca la adquisición por parte de Banco W, uno de los bancos de microfinanzas líderes, de Financiera de Pagos, una entidad regulada y especialidad en remesas, ampliando así Banco W su oferta de servicios (remesas, que son usualmente utilizadas en municipios pequeños o alejados) a cierto segmento de la población tradicionalmente no bancarizada.  

TTR: ¿Cuáles serían los sectores que podrían ofrecer las mayores oportunidades en Colombia a los inversores internacionales en el segundo semestre de 2021 y por qué?

A.O.:  En adición al sector financiero y fintech mencionado anteriormente, vemos oportunidades de inversión en los sectores de salud, telecomunicaciones e infraestructura. En materia de telecomunicaciones, percibimos bastante dinamismo y un sector marcado principalmente por operaciones e integraciones celebradas entre competidores. En esta materia, resaltamos nuestra asesoría a DirecTV en el proceso de venta de su línea de negocio de internet a Colombia Telecomunicaciones (Movistar), transacción que está sujeta a complejas autorizaciones regulatorias actualmente en curso. De igual manera, asesoramos a Ufinet en la celebración de un acuerdo con Empresa de Telecomunicaciones de Bogotá –ETB— para la provisión conjunta de una red de fibra óptica oscura neutra para la ciudad de Bogotá y sus alrededores. Finalmente, sobresale nuestra asesoría a Andean Tower Partners Colombia en la emisión de un bono internacional conjunto entre Colombia, Perú y Chile, por valor combinado de USD 375.000.000, sujeto a la Regla 144A y la Regulación S del mercado público de valores de los Estados Unidos de América.

En materia de infraestructura, reiteramos que existe una necesidad de grandes inversiones de capital para el desarrollo de los proyectos de 4ª y 5ª Generación de infraestructura de transporte. En relación con este sector, hemos asesorado en dos proyectos de adquisición de carreteras de 4ª Generación, y recientemente asesoramos a I Squared Capital, fondo de capital privado internacional, en la adquisición de las cinco sociedades que integran el Grupo Empresarial Puerto de Barranquilla, uno de los puertos más importantes de Colombia.

TTR: En cuanto al sector Salud, ¿cuáles son las perspectivas para 2021 en Colombia? 

A.O.:  En materia de salud, para el año 2021 anticipamos que continuará la tendencia de 2019 y 2020, la cual está marcada por el apetito de inversionistas estratégicos y fondos de inversión de adquirir clínicas privadas. Consideramos que el interés en el sector salud por parte de inversionistas internacionales seguirá marcando la pauta del mercado, en particular debido a su tendencia a constituir redes hospitalarias privadas, como ocurrió a partir de la entrada de Grupo Quirónsalud a Colombia. El sistema de salud privado colombiano, históricamente atomizado y en manos de los fundadores de los centros médicos (generalmente médicos), ofrece activos con potencial y vocación para agruparse bajo grandes conglomerados extranjeros que buscan generar economías de escala y la obtención de beneficios y sinergias a través de la consolidación como grupos empresariales. 

Hemos sido líderes en operaciones en sector salud. Por ejemplo, hemos asesorado a Grupo Quirónsalud, parte del grupo Fresenius, durante todo su proceso de entrada y expansión en Colombia. En particular, durante el año 2020, durante la pandemia, asesoramos a Quirónsalud en el cierre de sus adquisiciones del Centro Médico Imbanaco de Cali por más de USD 350 millones y de la Clínica de la Mujer, siendo esta última su primera adquisición de una clínica en Bogotá. De igual manera, sobresale nuestra asesoría al Grupo Ortiz en la estructuración y financiamiento del Hospital de Bosa, un proyecto de gran importancia para la red hospitalaria de la ciudad de Bogotá. Finalmente, actualmente nos encontramos asesorando otras cuatro operaciones del sector salud, participando tanto del lado del comprador como del vendedor.

TTR: ¿En qué medida afectará el actual entorno político de Colombia a la dinámica del mercado de Fusiones y Adquisiciones?

A.O.:  Las protestas sociales evidenciadas en Colombia desde abril de 2021 crearon cierta incertidumbre en los inversionistas financieros y compradores estratégicos. No obstante, la incertidumbre inicial fue rápidamente contrarrestada por la creciente confianza en una reactivación económica completa. En particular actualmente en 2021, frente al mismo periodo de 2020, hemos visto un incremento exponencial de operaciones en curso y en el pipeline, tendencia que esperamos se mantenga durante el segundo semestre de 2021 y durante 2022.

TTR: ¿Cuáles serán los principales desafíos en términos de transacciones de M&A en Colombia el segundo semestre de 2021 para Garrigues?

A.O.: Nos enfrentamos al mismo reto que nuestros clientes: volver a la normalidad paso a paso. En Garrigues, tenemos la ventaja de estar a la vanguardia en este tipo de innovación, que nos permite hacer frente a las necesidades de nuestros clientes por muy complejas que sean. A lo largo de los años, hemos implementado herramientas que nos han permitido hacer más eficientes nuestros procesos y dedicar más tiempo a asuntos que generan mayor valor agregado a nuestros clientes. De hecho, recientemente Garrigues ganó el galardón a la ‘Firma legal más innovadora de Europa Continental’ en los ‘FT Innovative Lawyers Awards’ que conceden el prestigioso diario Financial Times y la consultora especializada RSG Consulting.

Dealmaker Q&A

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TTR DealMaker Q&A with Lefosse Advogados Partner Luiz Octavio Lopes

Luiz Octavio Lopes – Lefosse Advogados

Luiz Octavio joined Lefosse in 2015 as a partner and has extensive experience in Corporate Finance transactions, having acted as leading advisor in a large number of corporate and capital market transactions in Brazil and abroad. Luiz Octavio is recognized by LACCA Approved as a lawyer recommended in Capital Markets by members of the renowned Latin American Corporate Counsel Association, linked to the Latin Lawyer group. Prior to joining Lefosse, Luiz Octavio was a Managing Director at Credit Suisse’s investment banking group for 5 years, where he acted as Head of the M&A for Brazil and coverage banker. Previously, he was as partner at Mattos Filho, Veiga Filho, Marrey Jr. & Quiroga. He obtained his Law degree from the Universidade do Estado do Rio de Janeiro and his LL.M. from New York University.

TTR: How would you describe the current situation of the players in the transactional market in Brazil in this “new reality”?

L. O. L.: The transactional market in Brazil is going through a very positive phase. In spite of the pandemic, our capital market is extremely active. At the moment Lefosse alone is involved in around 40 IPO transactions. If this trend continues we shall see a record volume of M&A transactions in 2021. 

A number of law firms, including our own, were well placed to take advantage of this and have adjusted their staffing accordingly. At the same time, we have not experienced any loss of quality or decrease in productivity because of the need for people to stay away from the office or from the implementation of remote work practices. Probably the biggest challenge has been to disseminate and absorb corporate culture at a time when personal contact and casual encounters have not been possible.

TTR: Lefosse Advogados is ranked by TTR as one of the top legal advisors  for Brazilian healthcare sector M&A transactions. How do you see the growth in the sector during the first half of 2021 and what are the medium and long-term prospects?

L. O. L.: The trend for consolidation has been a feature of the healthcare sector since 2015, when the law in Brazil was changed to allow foreigners to invest in healthcare. Since then a number of companies have floated their shares on the local stock exchange or have attracted funds from private equity investors. 

What we have been seeing in 2021 is simply an acceleration of this trend, fuelled by factors such as easier credit and the fact that certain companies – under the influence of the pandemic – are now open to strategic possibilities that they might not have contemplated if things were different.

The truth is that, even with all the consolidation that has gone on in recent years and the initiatives for making private healthcare more widely accessible, a large portion of the population still depends on the National Health Service (the SUS), which represents a series of challenges, especially concerning the differences between services provided by the public and private health sectors in Brazil. In other words, the area still has huge potential for growth that is not tied to an increase in the population. Instead, this growth could be achieved by attracting clients looking for better service from private initiative.

Added to this, the sector has other major growth fronts, such as the opportunities arising from the development of health techs. Sectors with substantial potential for growth are, traditionally, attractive from a transactional viewpoint. So we are very optimistic about the healthcare sector, and we expect the volume of transactions in this area to continue to grow.

TTR: What key challenges will  Lefosse Advogados face for M&A transactions in Brazil during 2021?

L. O. L.: The pandemic created a lot of challenges. We have had to adjust to a new reality and working from home has imposed changes to both behaviour and procedures. It is safe to say that the requirements for people to work from home and meetings  held on Zoom have significantly affected the lives of all our staff.  

TTR: Purchases by foreign buyers of tech and internet companies in Brazil were up by 134% in the first half of 2021. What will be the key vectors for consolidation in these segments over the course of the year?

L. O. L.: The increased volume of M&A transactions in the tech sector is a symptom of the global trend for convergence between the industries which has been stimulated by technological disruptions. We believe that the consolidation vectors of the technology sector will continue to be linked to these principles. However, we also think that they will be intensified as a result of the pandemic which has created a need for companies to speed up digitalization and the transformation of their businesses.

Portuguese version

Luiz Octavio Lopes – Lefosse Advogados

Luiz Octavio é sócio dá área de Corporate Finance e possui ampla experiência transacional, tendo atuado como leading counsel em um grande número de operações societárias e de mercado de capitais, no Brasil e no exterior. Ele é reconhecido pelo LACCA Approved como advogado recomendado na área de Capital Markets pelos membros da renomada Latin American Corporate Counsel Association, vinculada ao grupo Latin Lawyer. Antes de se juntar ao Lefosse, Luiz Octavio atuou como Managing Director no grupo de banco de investimento do Banco Credit Suisse, onde foi Head da área de M&A no Brasil. Previamente, foi sócio do Mattos Filho, Veiga Filho, Marrey Jr. & Quiroga. Luiz Octavio é formado em direito pela Universidade Estadual do Rio de Janeiro e recebeu o título de mestre em direito (LL.M) pela New York University School of Law – NYU.

TTR: Como você descreveria a situação atual dos players no mercado transacional no Brasil nesta “Nova Realidade”?

L. O. L.: O mercado transacional passa por um momento bastante positivo no Brasil. Mesmo com a pandemia, temos um mercado de capitais bastante aquecido – atualmente, apenas no Lefosse, estamos trabalhando em aproximadamente 40 operações de IPO. Seguindo a mesma tendência, estamos tendo em 2021 volumes recorde em transações de M&A. 

Diversos escritórios, assim como o nosso, estavam posicionados e ajustaram os seus quadros para aproveitar o bom momento. Da mesma forma, não vivenciamos qualquer perda de qualidade ou queda de produtividade decorrente da necessidade do afastamento físico das equipes e da implementação de estruturas de trabalho remoto. Provavelmente, o maior desafio enfrentado por todos esteja associado à propagação e absorção da cultura de cada instituição em um momento que contatos pessoais e encontros casuais não são possíveis.

TTR: Lefosse Advogados é um dos principais assessores de M&A do setor de saúde do Brasil de acordo com o ranking jurídico do TTR. Como você avalia o crescimento do setor no primeiro semestre de 2021 e quais as perspectivas de médio e longo prazo?

L. O. L.: O movimento de consolidação no setor de saúde é um fenômeno que se observa desde 2015, quando a legislação brasileira passou a admitir investimentos de capital estrangeiro na assistência à saúde no Brasil. Desde então, diversas empresas do setor abriram o capital na bolsa de valores ou receberam investimentos de fundos de private equity. 

O que vimos em 2021 foi apenas um desdobramento dessa tendência, potencializada por fatores como o aumento da oferta de crédito e o fato de determinadas empresas, em razão dos impactos da pandemia, terem se aberto a possibilidades estratégicas que poderiam não contemplar em um cenário diferente.

A verdade é que, mesmo com todo o movimento de consolidação experimentado nos últimos anos e as iniciativas de democratização do acesso à saúde por meio da iniciativa privada, uma grande parte da população ainda depende do SUS e os desafios são muitos, principalmente em relação à diferença nos serviços oferecidos pelos setores privado e público de saúde no Brasil. Ou seja, ainda existe um grande espaço para expansão do setor, independentemente do crescimento da população, mediante a captura de vidas que buscam na iniciativa privada uma melhor assistência.

Ademais, o setor apresenta frentes adicionais de crescimento importantes, como a decorrente do desenvolvimento das health techs. Setores com grande potencial de crescimento são, tradicionalmente, atrativos da perspectiva transacional. Assim, olhamos com bastante otimismo para o setor de saúde, e a nossa expectativa é que volume de operações neste setor continue crescente.

TTR: Quais serão os principais desafios da operação de M&A no Brasil durante 2021 para o Lefosse Advogados?

L. O. L.: Mais do que desafios, a pandemia trouxe a necessidade de nos ajustarmos a uma nova realidade; o trabalho remoto impôs mudanças de comportamentos e rotinas. Certamente, o home office obrigatório e a realização de reuniões via teleconferência estabeleceram uma dinâmica diferente na vida de todos os membros de nossa equipe.  

TTR: As aquisições por compradores estrangeiros de empresas de tecnologia e Internet no Brasil aumentaram 134% no primeiro semestre de 2021. Quais serão os principais vetores de consolidação desses segmentos ao longo do ano?

L. O. L.: O crescimento no volume de operações de M&A no setor de tecnologia está intimamente ligado às tendências globais de convergência entre as indústrias, estimulada por disrupções tecnológicas. Acreditamos que os vetores de consolidação do setor de tecnologia continuarão atrelados a esses mesmos princípios, mas serão intensificados pela pandemia, que gerou a necessidade de empresas acelerarem a digitalização e a transformação dos seus negócios.

Dealmaker Q&A

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TTR DealMaker Q&A with Bronstein Zilberberg Advogados Founding Partner Sergio Bronstein

Sergio Bronstein – Bronstein Zilberberg Advogados

Sergio Bronstein is a founding partner of the firm and co-head of its M&A and Venture Capital practices. Sergio is a senior and well-seasoned M&A lawyer, recognized as one of the most active and experienced Brazilian dealmakers in the past five Years.
His clients include companies from a full array of sectors, including technology companies, VC, PE funds and CVCs

TTR: What’s your outlook for the M&A market in 2021?

S.B.: The M&A market in 2021 has been booming and the number and volume of transactions skyrocketed in the past year amid the pandemic and the need for digital transformation for all companies around the globe. We believe the pace will continue throughout the 3rd and 4th quarters of this year and we will not be surprised to see an increase in the number of M&A deals led by growth companies.

TTR: Foreign acquisitions of technology and Internet companies in Brazil have increased 134% in 2021. What will be the main drivers of consolidation in these segments over the course of the year?

S.B.: The main drivers of consolidation will remain in the fintech, online retail and proptech segments. Agtech and healtech are also very attractive due to the large room for improvement and digital transformation in these fields. Adding to this perfect storm scenario are the excess cash, the Real depreciation, newly funded investment vehicles and the continental size of the Brazilian market.

TTR: What does the dissemination of fintech platforms imply for access to the capital market in Brazil in the short and medium term?

S.B.: The dissemination of fintech platforms certainly contributes to a more client driven approach in the financial industry, thus enabling better solutions, credit alternatives and lower fees. The advantages are not simply related to the access to capital markets but to a broader base of financial products and a larger array of products made available to the general public. 

TTR: What would be another three sectors that could offer the greatest opportunities in Brazil for international investors in 2021 and why?

S.B.: Marketplaces, software companies and logistics are key sectors which will remain attracting attention of foreign investors. All three combine digital transformation with new habits fast-tracked during Covid-19 and also represent an immense market opportunity for better services and value creation.

TTR: What will be the main challenges for Bronstein Zilberberg Advogados in its M&A advisory work in Brazil in 2021?

S.B.: The firm was established 3 months ago and is a true digital native firm with all 50+ members still working remotely due to the pandemic. Having assisted clients in over 30 deals during this period, we realized that working remotely did not impact our performance. Nevertheless, the entire team is looking forward to meeting face to face and being able to work together and interact at the same premises. Perhaps for the first time in history, lawyers are eager to have more face to face interactions rather than spending their time at home.

Portuguese version

Sergio Bronstein – Bronstein Zilberberg Advogados

Sergio Bronstein é sócio fundador do escritório e co-lidera as práticas de M&A e Venture Capital. Sergio é um advogado experiente em operações de M&A, sendo reconhecido como um dos mais ativos e determinados dealmakers nos últimos cinco anos.
Sua gama de clientes combina os mais variados setores, incluindo empresas de tecnologia, fundos de Venture Capital, Private Equity e ainda alguns fundos de Corporate Venture Capital.

TTR: Qual é a sua perspectiva para o mercado de fusões e aquisições em 2021?

S.B.: O mercado de M&A em 2021 está muito prospero e o número e volume de operações explodiu no último ano em meio a pandemia e a necessidade de transformação digital. de todas as empresas ao redor do mundo. Acreditamos que o 3o e 4o trimestres deste ano manterão o ritmo visto e não nos surpreenderemos se houver um número ainda maior de transações de M&A liderados por empresas de alto crescimento.

TTR: As aquisições por compradores estrangeiros de empresas de tecnologia e Internet no Brasil aumentaram 134% em 2021. Quais serão os principais vetores de consolidação desses segmentos ao longo do ano?

S.B.: Os maiores vetores de consolidação continuarão sendo no segmento de fintechs, varejo online e proptechs. As agtechs e healthtechs continuarão sendo muito atrativas devido ao grande espaço para melhorias nessas áreas e a transformação digital verificada nestes segmentos. Soma-se a esse cenário de tempestade perfeita para investimentos o excesso de dinheiro disponível no mundo, a desvalorização do Real, novos fundos capitalizados e o tamanho continental de um país como o Brasil.

TTR: O que significa a disseminação das plataformas fintech para o acesso ao mercado de ações no Brasil no curto e médio prazo?

S.B.: A disseminação das plataformas fintech certamente contribui para uma indústria financeira mais focada ao cliente, permitindo desta forma melhores soluções, mais alternativas de crédito e taxas menores. As vantagens não são simplesmente relacionadas a acesso ao mercado de capitais, mas fundamentalmente a uma base maior de produtos financeiros e de uma gama maior de produtos destinadas ao público em geral.

TTR: Quais seriam os outros três setores que poderiam oferecer as maiores oportunidades no Brasil para investidores internacionais em 2021 e por quê?

S.B.: Marketplaces, desenvolvedores de software e empresas de logística serão setores chave que permanecerão atraindo a atenção de investidores estrangeiros. Todos os três combinam o tema da transformação digital aliada a novos hábitos digitais acelerados durante a pandemia, representando oportunidades enormes de mercado para melhorias nestes serviços e áreas e criação de valor.

TTR: Quais serão os principais desafios da operação de M&A no Brasil durante 2021 para o Bronstein Zilberberg Advogados?

S.B.: O escritório nasceu virtualmente há 3 meses com uma marca nativa verdadeiramente digital e com todos os seus mais de 50 colaboradores trabalhando remotamente. Este tem sido um grande desafio desde o 1o dia de nossa história e todo o time aguarda ansiosamente para se encontrar presencialmente e continuar nossa jornada num mesmo lugar físico. Creio que será a primeira vez na história moderna da advocacia que advogados estão ansiosos para passar mais tempo no escritório e não em suas casas.

Dealmaker Q&A

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TTR DealMaker Q&A with Cescon Barrieu partner Daniel Laudisio

Daniel Laudisio – Cescon Barrieu

Daniel Laudisio is a partner of the Banking and Finance, Capital Markets, Mergers and Acquisitions, Private Equity, Corporate Law and Governance, and ESG & Impact practices of Cescon Barrieu Advogados. He represents banks and other financial institutions, private equity firms, multinationals, private and public companies and other investors in a wide range of transactions including mergers, acquisitions, asset sales, joint ventures, equity and debt offerings and structured finance transactions in several different industries. His ESG & Impact practice involves sustainable finance matters. 

He holds a Bachelor of Laws degree (LL.B.) from Pontifícia Universidade Católica de São Paulo (PUC-SP) and Master of Laws degree (LL.M.) from Columbia University School of Law and was an international associate at a major New York law firm.

He is consistently recognized among the most prominent Brazilian lawyers in capital markets and finance by “Chambers and Partners”, “International Financial Law Review – IFLR” and “The Legal 500”.

TTR: How have historically low interest rates impacted the appetite for fixed income products in Brazil over the past 12 months, and what has this meant for your practice? 

D. L.: The low interest rates that we recently experienced resulted in a substantial increase in ECM transactions. It also presented liability management opportunities, particular for frequent issuers. 

Brazilian retail investors were mostly used to high returns deriving from fixed income investments and reaping the benefits from traditionally high interest rates. They would sit on fixed income assets and enjoy acceptable returns. 

A new local environment where lower interest rates began to affect returns forced the hand of retail investors to look for other investment opportunities with higher return rates. At the same time, Brazilian retail investors have increasingly become more familiar with the ideas of financial planning and investment through asset managers and broker dealers, as opposed to traditional investment using large commercial banks with whom they have their checking accounts. The increased number of independent financial planners, broker dealers and asset managers, coupled with the public pension reform that was recently approved also played a hand in it. 

TTR: What has buoyed the fixed income market over the past 18 months and how did ECM volatility impact issuances in Brazil? 

D. L.: While low interest rates afforded issuers with liability management opportunities and resulted in a very large number of ECM transactions, we also saw the Covid-19 pandemic result in an increase in distressed and high-yield transactions for issuers in industries that were most affected by the Covid-19 pandemic, such as transportation and entertainment. 

The ECM market has been extremely volatile, though. Notwithstanding the large number of recent IPOs, an even larger number of potential IPOs failed to price or failed to meet the valuation that issuers and selling shareholders were expecting. A large number of IPOs also priced close to the bottom of the price range, while other issuers experienced a significant share price increase in the first days of trading, perhaps indicating a higher than usual discount by institutional investors that participated in the bookbuilding. 

TTR: To what extent have issuances been driven by a pressing need for cash, versus opportunistic financial padding or share buybacks, versus more typical corporate financial management? 

D. L.: The extent that a particular issuer has been affected by the Covid-19 pandemic has been a determining factor. Issuers that were mostly affected had to tap capital markets to increase liquidity positions while issuers that either were not materially affected or actually benefited from opportunities created by the pandemic accessed capital markets for liability management and to fund opportunistic acquisitions or other investments. 

TTR: How has the focus on ESG translated into practical benefits for issuers that have taken a proactive approach to ESG matters? 

D. L.: The focus on ESG and sustainable finance has clearly presented issuers with the opportunity of raising capital at a lower cost. Green bonds attract the interest of funds that can only invest in companies or projects that have been certified as “green”. We have seen transactions on which interest rates could be reduced by as much as 10 basis points to the extent that the issuer obtained a green certification. 

TTR: What is your forecast for the fixed income market in Brazil this year, and which sectors will be most represented amongst issuers? 

D. L.: On DCM, to the extent that the privatization and divestment program of state-owned companies, of the Federal Government and of certain State Governments continue, a significant number of transactions that are infrastructure-related is expected, given BNDES’ reduced financing role in the past two years. Liability management is also expected to continue. 

Healthcare and health-related companies, fintechs and other tech companies tend to continue to be stars of the ECM market given the effects of the Covid-19 pandemic and the changes to consumer behavior deriving therefrom.

Dealmaker Q&A

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TTR DealMaker Q&A with Demarest Advogados Partner José Setti Diaz

José Setti Diaz – Demarest Advogados

Partner of the Demarest’s Mergers and Acquisitions and International and Customs Trade areas, José Setti Diaz holds a master’s degree in Law from USP’s Faculty of Law. Among his main clients are the Harvard University fund, the Private Equity fund Vinci Partners and important domestic and multinational companies operating in the agribusiness, auto parts, forestry, paper and pulp, chemical and retail sectors. José Diaz is also the Chief Financial Officer of CESA, a member of the International Chamber of Commerce (ICC), a member of the Board of Directors of Britcham and a member of the panel of Brazilian panelists for the WTO.

TTR: In 4Q20, M&A volume in Brazil returned to levels not seen since before the restrictions imposed in March 2020  but deal volume has decreased again in the first two months of 2021. What’s your outlook for the M&A market in 2021 given these swings?

J.S.D.: 2021 looks very promising for the M&A market, still drawing heavily on consolidations and spin-offs in sectors affected by the pandemic and the rapid rise of technology companies and other sectors that are at an advantage due to the new work format. The first two months of 2021 were marked by the advancement of the second wave of COVID-19 in Brazil which, together with hiccups in the global political and economic environment, were responsible for the downward trend, but certainly this behavior should not be expected to remain as such – particularly in light of the equities market.

TTR: Foreign acquisitions of technology and Internet companies in Brazil have increased 240% in 2021. What will be the main drivers of consolidation in these segments over the course of the year?

J.S.D.: We expect that the most susceptible markets are in line with global trends, including fintechs, edtechs, collaboration platforms, healthtechs, robotic delivery and 5G-relate  (smart cities, etc.).

TTR: What does the dissemination of fintech platforms imply for access to the capital market in Brazil in the short and medium term?

J.S.D.: The fintech sector in Brazil is booming, with exponential growth in the number of users resulting in pushes for the implementation of new policies by regulators, such as open banking. This outlook is borne out by the fact that fintech business models have been consistently incorporated by large financial institutions, with large banks investing in digitization to become more competitive.

The increase and facilitation of access generated by fintechs, added to the prospect of maintaining low interest rates for the economy, has drawn a wide variety of individuals to the stock exchange in Brazil and this movement can be seen in a macro scope. In the short and medium term, we can expect that this trend will continue and that the demonstration of stability by many of these platforms will bring more resources to the variable income profile.

TTR: What would be another two sectors that could offer the greatest opportunities in Brazil for international investors in 2021 and why?

J.S.D.: Health, agribusiness, infrastructure and logistics will be the sectors that should project the best level of opportunities in Brazil for 2021. Consultancies and specialized companies are already predicting that it will be in these sectors where the greatest number of job openings will occur in 2021.

The pandemic presented urgent needs in these 3 areas mentioned. Business professionals and entrepreneurs needed swiftly to enter the digital transformation with an urgent adaptation to the new work system and heavy investments in logistics and customer relations. Against this backdrop, 2021 will be a year of many opportunities for mergers and acquisitions of companies in Brazil, both for domestic and foreign companies in these sectors.

One of the reasons for such a forecast can be the favorable interest rate; the increase in investments on the Stock Exchange is stimulating the process of going public (IPOs), providing greater ease of funding and liquidity for the purchase of companies, in order to increase the competitive advantage of the business and eliminate, in some cases, competitors. Another reason for this is the current exchange rate, added to the low prices of Brazilian companies that seek to survive the crisis – making the acquisition opportunities of these targets even more attractive and cheap for foreign investment.

TTR: What will be the main challenges for Demarest Advogados in its M&A advisory work in Brazil in 2021?

J.S.D.: 2020 was a year full of challenges and learning in M&A operations as a result of the Covid-19 pandemic. The ultimate goal of companies was to survive. During the pandemic, several M&A operations remained suspended, resuming gradually from the second half of the year, both as a solution for some companies to maintain their operations, as well as for other well capitalized companies to take advantage of the acquisition opportunities and low prices, expanding their lines of business and increasing their market shares.

The learning curves in M&A projects at the firm during this pandemic have enabled us to overcome many challenges and find innovative solutions, even incorporating some as part of our “new normal”. An example of this is remote closing without any physical presence in M&A operations.

Thinking to 2021 and continuing to envisage a Selic rate at the level of 2% per year, such scenario will allow many companies to obtain good financing conditions, either due to the favorable interest rate or due to the ease in raising funds and liquidity that the market is offering. In this context, it is our understanding at Demarest that the challenges will be associated mainly with large-scale operations resulting from privatizations, from the consolidation of the market in companies that are already listed on the stock exchange and have a high level of governance, in addition to the great legal, tax and regulatory challenges that our market already faces. To name a few: (i) expectations of political reforms favorable to the business environment, (ii) democratic consolidation, among others.

Portuguese version

José Setti Diaz – Demarest Advogados

Sócio das áreas de Fusões e Aquisições e Comércio Internacional e Aduaneiro do Demarest, José Setti Diaz é mestre em Direito pela Faculdade de Direito da USP. Dentre seus principais clientes estão o fundo da Universidade de Harvard, o fundo de Private Equity Vinci Partners e importantes empresas nacionais e multinacionais com atuação nos setores de agronegócios, autopeças, florestal, papel e celulose, químico e varejo. José Diaz também é Diretor Financeiro Administrativo do CESA, membro do International Chamber of Commerce – Commission on Trade and Investment Policy (ICC), membro do Conselho de Administração da Britcham e faz parte da lista de painelistas brasileiros para a OMC.

TTR: No 4T20, o número de operações de M&A no Brasil ultrapassou os valores trimestrais anteriores às restrições impostas em março de 2020, mas a tendência diminuiu nos primeiros dois meses de 2021. Que perspectiva poderíamos ter para 2021 com isso comportamento?

J.S.D.: O ano de 2021 parece muito promissor para o mercado de M&A, ainda se valendo fortemente de consolidações e spin-offs em setores afetados pela pandemia e a rápida ascensão de empresas de tecnologia e outros setores privilegiados pelo novo formato de trabalho. Os primeiros dois meses de 2021 foram marcados pelo avanço da segunda onda de COVID19 no Brasil, o que juntamente com soluços na conjuntura política e econômica global, foram responsáveis pela tendência reduzida, mas certamente esse comportamento não deve se manter – inclusive á luz do mercado de equities.

TTR: As aquisições por compradores estrangeiros de empresas de tecnologia e Internet no Brasil aumentaram 240% em 2021. Quais serão os principais vetores de consolidação desses segmentos ao longo do ano?

J.S.D.: Esperamos que os mercados mais suscetiveis estejam em linha com tendências globais, entre eles fintechs, edtechs, collaboration platforms, healthtechs, robotic delivery and 5G related (smart cities, etc.).

TTR: O que significa a disseminação das plataformas fintech para o acesso ao mercado de ações no Brasil no curto e médio prazo?

J.S.D.: O setor de fintechs no Brasil está extremamente aquecido, com crescimento exponencial no número de usuários sendo responsável inclusive por empurrar a implementação de novas políticas pelos reguladores, como por exemplo o open banking. Essa visão é corroborada pelo fato de modelos de negócios das fintechs virem sido incorporados de forma contumaz por instituições financeiras de grande porte, com bancos grandes investindo na digitalização para se tornarem mais competitivos.

O incremento e facilitação de acesso gerado pelas fintechs, somada a perspectiva de manutenção de juros reduzidos para economia, trouxe diversos indivíduos pessoas físicas para a bolsa de valores no Brasil e esse movimento pode ser percebido de forma macro. No curto e médio prazo, podemos esperar que essa tendência permaneça e que a demonstração de estabilidade por muitas dessas plataformas traga mais recursos para o perfil de renda variável.

TTR: Quais seriam os outros dois setores que poderiam oferecer as maiores oportunidades no Brasil para investidores internacionais em 2021 e por quê?

J.S.D.: Saúde, agronegócio, infraestrutura e logística serão os setores que devem projetar o melhor nível de oportunidades no Brasil para 2021. As empresas de consultoria e especializadas já estão prevendo que serão nestes setores onde serão abertas a maior quantidade de vagas de trabalho em 2021. 

A pandemia apresentou necessidades urgentes em estas 3 áreas mencionadas. Empresários e empreendedores precisaram ingressar rapidamente na transformação digital com uma adaptação urgente no novo sistema de trabalho e com investimentos pesados em logística e relacionamento com o cliente.  Nesse contexto, 2021 será um ano de muitas oportunidades para fusões e aquisições de empresas no Brasil, tanto para as nacionais quanto para as estrangeiras neste setores. 

Uma das razões, pode ser a taxa de juros favorável, o aumento de investimentos na Bolsa de Valores está estimulando o processo de abertura de capital (IPOs), proporcionando maior facilidade de captação e liquidez para compra de empresas, a fim de aumentar a vantagem competitiva de negócio e eliminar, em alguns casos, concorrentes. Outra razão disso, a atual taxa de câmbio, somada aos preços baixos de empresas brasileiras que buscam por sobrevivência ao longo da crise, torna as oportunidades de aquisição desses alvos ainda mais atraentes e baratas para o investimento estrangeiro.

TTR: Quais serão os principais desafios da operação de M&A no Brasil durante 2021 para o Demarest Advogados?

J.S.D.: O ano de 2020 foi um ano cheio de desafios e aprendizados nas operações de M&A por causa da pandemia da covid-19. O objetivo maior das empresas era sobreviver. Durante a Pandemia, várias operações de M&A permaneceram suspensas, sendo retomadas aos poucos a partir do segundo semestre, tanto como solução para algumas empresas conseguirem manter suas operações, quanto para outras, bem capitalizadas, aproveitarem as oportunidades de aquisição e preços baixos, expandindo suas linhas de negócios e aumentando suas fatias de mercado.

Os aprendizados em projetos de M&A no escritório durante esta pandemia nos permitiu superar muitos desafios e encontrar soluções inovadoras, mesmo incorporando alguns como parte do nosso “novo normal”. Exemplo disso poderíamos mencionar closing a distância sem presença física nenhuma em operações de M&A. 

Pensando em 2021 e continuando a vislumbrar uma taxa Selic no patamar de 2% ao ano, permitirá que muitas empresas consigam boas condições de financiamento, seja pela taxa de juros favorável ou pela facilidade na captação e liquidez que o mercado está oferecendo. Nesse contexto, entendemos no Demarest que os desafios estarão associados principalmente com operações de grande porte decorrentes de privatizações, da consolidação do mercado em empresas que já cotizam em bolsa e possuem um alto grão de governança além dos grandes desafios legais, tributários e regulatórios que o nosso mercado já presenta, para citar alguns: (i) expectativa de reformas políticas favoráveis ao ambiente de negócios, (ii) democracia consolidada, entre outras.