Investor Presentation • Jan 26, 2022
Investor Presentation
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January 26th, 2022
1 Capital Markets Day
Leading the evolution of the credit servicing industry
Team




| 10.00 - 10.30 |
1 | Key Highlights | |
|---|---|---|---|
| 10.30 - 10.45 |
2 | Focus on Italy | |
| 10.45 - 11.00 |
3 | Focus on the Hellenic Region | |
| 11.00 - 11.15 |
4 | Focus on Iberia | |
| 11.15 - 11.35 |
5 | Transformation Plan | |
| 11.35 - 11.50 |
6 | Financial Targets | |
| 11.50 - 12.00 |
7 | Closing Remarks | |
| 12.00 - 13.00 |
8 | Q&A |


Andrea Mangoni
Independent & capital light servicing platform, fee-based business model, limited balance sheet deployment, focus on high value-added activities



Substantial growth across all key metrics since IPO



Achieved substantial diversification in terms of geographies and clients, ability to operate across the entire credit spectrum

Notes:
1) Calculated as doValue GBV divided by aggregate GBV of servicers operating in Southern Europe
2) Historical clients refer to UniCredit, Fortress and Intesa Sanpaolo
7 Capital Markets Day
Dec - 16 Dec – 21 (PF)

Post-IPO diversification
Proven track record of Core Acquisitions and of investments in Digital Platforms


Strong and consistent cash flow generation, deleveraging post M&A and operational resilience, only marginally impacted by COVID

Notes:
1) Free Cash Flow for LTM Sep-21 calculated based on 9M 2020 restated figures. Net Debt / EBITDA PF for Dec-20 calculated based on restated EBITDA


Despite COVID disruption in 2020, fully integrated Altamira and FPS acquisitions, laying strong foundations for the next stage of growth

Notes:
1) Business Plan 2019-2022 presented in November 2019 and updated in December 2019 to take into account the acquisition of FPS
2) GBV as of September 30th, 2021, Gross Revenues on a last twelve months basis up to September 30th, 2021

Several factors to support doValue reference market both in the short, medium and long term



Approx. €200bn of new NPEs expected in Southern Europe in 2022-2024. Longer term, new NPEs at €50bn+ p.a. (1.0%+ default rate)

Sources: Estimates based on PwC analysis and multiple sources (including local central banks), doValue simulation based on EBA Q3 2021 data


A number of sizeable deals are already in the market for 2022. Pipeline to be further strengthened by formation of new NPEs
| Overview | Transaction | Country | Gross Book Value |
Comment | ||
|---|---|---|---|---|---|---|
| Sareb | Spain | ≈ €55bn | Assignment of 2022-2025 servicing contract (current contract expiring in June 2022) |
|||
| €17bn | Italy Iberia 18% 6% |
Ariadne | Greece | ≈ €5bn | Disposal by PQH (Greek Bad Bank) of NPL portfolio | |
| Current NPL transaction pipeline in Southern Europe |
Hellenic Region 76% |
€17bn pipeline (ex Sareb) |
Starlight | Cyprus | ≈ €2bn | Disposal by Hellenic Bank of servicing platform with GBV (incl. securitisation) and forward flows |
| (excluding Sareb process) |
Sky | Cyprus | ≈ €2bn | Disposal by Alpha Bank of NPL portfolio in Cyprus | ||
| SLBO | Greece | ≈ €2bn | Sale and lease back of non-performing real estate portfolio sponsored by Ministry of Finance |
|||
| Frontier II | Greece | ≈ €1.5bn | Second HAPS securitisation by NBG | |||
| UniCredit UTP | Italy | ≈ €1bn | Partnership for management of UTP portfolio |
|||
| Italy GACS 1 | Italy | ≈ €1bn | GACS securitisation of non-performing loans Italian bank |
|||
| Italy GACS 2 | Italy | ≈ €1bn | GACS securitisation of non-performing loans Italian bank |
|||
| Confidential | Portugal | ≈ €1bn | Potential carve out of servicing platform with GBV and forward flows |
|||
| Greek Investor Portfolio |
Greece | ≈ €500m | Reassignment by investor of servicing mandate from existing servicer |
|||
| Total | ≈ €72bn | |||||
| Total (ex Sareb) | ≈ €17bn |


Innovation and extension of long term relationship with clients will enable a substantial increase of doValue reference market

14 Capital Markets Day Sources: Market estimates based on PwC and doValue analysis leveraging on multiple sources (including local central banks and EBA Q3 2021 data) Note: 1) Market share of 0.8% calculated taking into account portion of the €160bn GBV managed by doValue on behalf of banks


Achieving diversification and scale
Pursuing integration and cross fertilisation between geographies
Leading the evolution of the credit servicing industry through investments in Technology
Strengthening strategic and long term partnership with banks and investors in a broadened reference market
2017-2020 2020-2021 2022-2024 … and beyond




Grow 1







Empower Regional Concept
Establish Back-office Hubs
Centralise IT Group Services
Optimise Cost Base
Improve Client Service
Enhance Recovery Capabilities
Reinforce Sale Capabilities
Enhance Technological Platform
Boost Data Analytics
Improve Track Record
Win More Business
Strategic actions
≈ €55m total investment for Global and Local Transformation (2022-2024)

Run rate €25-30m in savings per annum after 2024 (incl. Ops)








| Areas | Selected targets for 2022 and 2023 | Sustainable Development Goals (United Nations) |
|---|---|---|
| Operate responsibly |
ISO 37001 certification by 2022 • • Training on Ethical Code and Privacy (75% participation by 2023) • Training on Cyber Security (100% participation by 2022) Client Satisfaction (Net Promoter Score) by 2022 • • Evaluation of 100% of suppliers according to sustainability criteria by 2023 |
|
| Attention to people |
Soft and hard skills training (ongoing) • • Corporate values included in employees' performance evaluation by 2022 • Diversity & Inclusion strategy and programs by 2022 Succession plans by 2022 • • People Engagement Survey participation above 70% Physical and Mental wellbeing program and work life balance program by 2022 • • Support local communities with a Corporate Social Responsibility framework by 2022 |
|
| Care for the environment |
• 100% renewable electricity and energy by 2023 • Increase energy efficiency of offices (ongoing) • 100% sustainable paper (FSC, PEFC or EcoLabel) by 2022 Dec - 16 |


| Guidance for 2021 |
Financial Targets1 to 2024 |
|||||
|---|---|---|---|---|---|---|
| Gross Book Value | ≈ €144bn | ≈ €160bn | Expected inflows to more than compensate increased collections, write-offs and • disposals. Strong origination, collections (+200 bps), more favourable GBV mix |
|||
| Collection Rate | ≈ 4.0% 2021E |
5.5-6.0% | • Enhanced productivity and GBV rotation (leading to younger average vintage of assets under management) to improve collection rates together with improved macro environment |
|||
| Gross Revenues | €565-575m 2021E |
3-4% CAGR | • Increased collection rates, more cross selling and cross fertilisation between countries |
|||
| EBITDA ex NRIs | €190-195m 2021E (c. 34% margin) |
6-7% CAGR (37% margin target) |
• Improved efficiencies leading to material increase in EBITDA margin |
|||
| Attributable Net Income ex NRIs |
€45-50m 2021E |
≈ 15% CAGR | • Double digit Net Income CAGR expected based on EBITDA growth and declining D&A |
|||
| Financial Leverage |
2.0-2.2x 2021E |
Between 2.0x and 3.0x |
• Conservative leverage profile to allow for attractive dividend distributions and flexibility to pursue M&A |
|||
| Shareholders' Distributions |
Indication of €0.50 dividend per share for 20212 |
Dividend Per Share CAGR (2021-2024) of at least 20% (cumulated 2021-2024 dividends > €200m) Potential to increase distributions through additional dividends and / or share buy back in case of limited M&A activity |
Notes:
1) CAGR calculated from mid point of 2021 guidance
2) Subject to doValue Board of Directors approval in the context of the approval of the FY 2021 results and subject to approval in the context of Annual General Meeting of shareholders





Andrea Mangoni
Maintained # 1 position, diversifying client and product offering, mitigating profitability pressure due to shift from banks to investors
| 1 | Clients | • Broad client diversification achieved Added more than 20 clients in Italy through active origination effort • 75% of third party GACS awarded to doValue in 2020 and 2021 • |
✓ |
|---|---|---|---|
| 2 | GBV | • Maintained GBV stable at c. €80bn • Proactively managed UniCredit deleveraging process retaining and winning business from investors - > €25bn of new GBV secured in 2017-2021, compensating planned attrition of original GBV - New GBV secured without capital deployment |
✓ |
| 3 | Products | • Successful organic development of Efesto UTPs Fund and platform - Deployed underwriting capabilities Set-up of REOs proposition • Access Early Arrears business from new bank clients through new platform in place • |
✓ |
| 4 | Fees | • Protected premium fees by expanding client base from UniCredit to additional investor clients |
✓ |
| 5 | Financial Results | Barriers Mitigated pressure on EBITDA margins • - Overall reduction in FTEs in Italy by 18% (mainly support functions) from c. 1,200 to c. 990 - Remarkable result given absorption of Group functions and rigidity of Italian labour market |
✓ |

Most servicers in Italy either active as investors (with limited third party client growth) or dependant on few key clients


Pure Servicer (non captive) *
Sources: PwC report "The Italian NPE market", public data and doValue elaboration

Stable
Stable
Expectation of approximately €90bn of new NPEs in Italy in 2022-2024

Sources: Estimates based on PwC analysis and multiple sources (among others Bank of Italy, main banks' annual reports and business plans), doValue simulation based on EBA Q3 2021 data


Business plan targets driven by further expansion of product offering and enhanced profitability

| Product offering | Revenues (LTM Sep-21) |
Current development status |
Ambition for 2024 |
Comment |
|---|---|---|---|---|
| NPLs | €139m | ✓✓✓ (new unified and enhanced platform) |
✓✓✓ | • Maintain leadership, in particular on GACS - > 75% share in 2020-2021 • Enhance productivity to defend / grow profitability - Lower FTEs through enhanced NPL platform (doVAMs) deployed in 2021 |
| REOs | – | ✓ (platform in place) |
✓✓ | • Altamira-like real estate portal and asset master now operational but value not fully exploited yet • New REOCO and auction facilitation platforms |
| UTPs | €2m | ✓ (platform in place) |
✓✓ | Further expand Efesto UTP Fund, add more loans and banks • (currently 12) Successfully participate to outsourcing selection processes by • Italian banks |
| Early Arrears | – | ✓ (platform in place) |
✓✓ | Expand on Early Arrears business leveraging on doValue Greece • experience - First pilot with top bank from Jan-21 • Banks (not yet structured) will demand services post moratoria |
| Services | €23m | ✓✓ | ✓✓ | • Continue to leverage on current offering - doData, legal services, underwriting & due diligence services |

An innovative "open platform" approach to the management of UTPs



Significant milestones have been achieved and additional projects are underway

Total savings of c. €8m per annum


Italian business now stabilised after structural shift in client mix. Profitability to be enhanced by doTransformation program




Theodore Kalantonis
Confirmed # 1 position as independent servicer in the Hellenic market through Project Frontier and Project Mexico


Relatively concentrated market structure with top 4 players representing 80% of the market
Base fee
Collection fee



* Pure Servicer (non captive)
Sources: PwC, public data and doValue elaboration (pro-forma for Project Frontier)
Note: 1) Excluding Eurobank which has a scale down fee mechanism embedded in initial contract

Expectation of approximately €14bn of new NPEs in the Hellenic Region in 2022-2024 (on top of current excess NPEs of €10bn+)


Sources: Estimates based on PwC analysis and multiple sources (Bank of Greece, Bank of Cyprus, banks' annual reports and business plans), doValue simulation based on EBA Q3 2021 data

Further boost leadership position through acquisition of key mandates, both primary and secondary

| Product offering | Revenues (LTM Sep-21) |
Current development status |
Ambition for 2024 |
Comment |
|---|---|---|---|---|
| NPLs | €100m | ✓✓✓ | ✓✓✓ | • Maintain market leadership (in particular HAPS) and enhance productivity Consolidate smaller servicing platforms • |
| REOs | €14m | ✓✓ | ✓✓✓ | • Altamira-like real estate portal and asset master now operational in Greece • REO activity particularly strong in Cyprus - To be further enhanced by collaboration with BidX1 |
| UTPs | €37m | ✓✓✓ | ✓✓✓ | • Active restructuring capabilities • Major area of strength of Greek servicers (historical regulation) • Ad-hoc / in-house systems for client segmentation and strategy |
| Early Arrears | €25m | ✓✓✓ | ✓✓✓ | • Further expand on Early Arrears business to other banks State-of-the-art IT platform covering the overall servicing cycle • |
| Services | €3m | ✓✓✓ | ✓✓✓ | • Already deployed due diligence and underwriting capabilities - Project Frontier and Project Mexico as key examples |

Journey to higher efficiency levels to reduce cost base in the medium term and protect margins

| Change Enhance post carve-out operating model by focusing on increasing efficiency |
Grow | Onboard new portfolios, while establishing a blueprint process | ||||
|---|---|---|---|---|---|---|
| Retail initiatives | Corporate initiatives | Operations initiatives | ||||
| Streamline credit processes Redesign RM service model Optimize Call Centre operations Separate from Eurobank network by 2023 |
Redesign RM service model Streamline serving operational model via a holistic CRM system Redefine portfolio allocation criteria |
Re-engineer legal actions & litigation operations Redesign and centralize Loan Administration & Back office activities Redesign customer (not client) service and complaint management |
||||
| End-to-end lean journey optimisation | ||||||
| Set-up of digital channels functionalities | ||||||
| Establishment of a holistic data platform | ||||||
| Re-organisation and smart working | ||||||
| Annual cost savings by 2024 of €12-13m (c. 20% of 2022 operating cost base) |

Attractive fee levels driving above average profitability, increased productivity to support profitability going forward




Francesc Noguera
Maintained # 1 position, mitigated profitability pressure and acted as REOs best practices provider to the rest of doValue Group
| 1 | Clients | • Ongoing diversification of client base lowering reliance on Santander and Sareb - Portfolio of clients currently including also institutional investors • New market opportunities to arise post-COVID |
✓ |
|---|---|---|---|
| 2 | GBV | Maintained GBV above €40bn • Current focus is managing competitive process with Sareb • - Contract in place expires in June 2022 - Process requires Altamira to adopt new operating model • Potential GBV increase from Sareb and consolidation opportunities |
✓ |
| 3 | Products | • Potential to further develop NPLs business - Import securitisation schemes and further develop SME value proposition - Deploy legal services • Further enhance real estate development proposition through formal separation of activities |
✓ |
| 4 | Fees | In process of migrating to new generation contracts (investors) without upfront fee • |
✓ |
| 5 | Financial Results | Barriers • Alleviated pressure on EBITDA margins - Overall reduction in FTEs by c. 20% since 2019 Transformation plan to improve productivity • |
✓ |

Relatively fragmented market structure in Iberia could lead to a consolidation wave post Sareb
Base fee
Collection fee



* Pure Servicer (non captive) Sources: PwC, public data and doValue elaboration * Currently Servicer of Sareb

Expectation of approximately €90bn of new NPEs in Iberia in 2022-2024

Sources: Estimates based on PwC analysis and multiple sources (among others Bank of Spain, Bank of Portugal, banks' annual reports and business plans), doValue simulation based on EBA Q3 2021 data

Key objective for 2024 is to transform the operating model and develop new revenue streams

| Product offering | Revenues (LTM Sep-21) |
Current development status |
Ambition for 2024 |
Comment |
|---|---|---|---|---|
| NPLs | €100m | ✓✓ | ✓✓✓ | Further develop model into more granular and unsecured NPEs • • Increase collections by growing productivity per FTEs Leverage on securitisations capabilities developed in Italy / Greece • |
| REOs | €56m | ✓✓✓ | ✓✓✓ | • Maintain market leadership • Fine tune model to further increase productivity • Add BidX1 as new digital REO commercialization channel |
| Real Estate Development |
€11m | ✓✓ | ✓✓✓ | • Further focusing real estate development business (Adsolum) Corporate independence to increase strategic focus • |
| UTPs & Early Arrears |
– | | ✓ | • Currently UTP and Early Arrears still managed in-house by banks - Leverage on experience in Italy and Greece to develop business - Platform to be rolled out already in 2022 |
| Services | €8m | ✓ | ✓✓ | Legal services proposition to be enhanced • |

Strategic value of Sareb in the Spanish servicing market, doValue is focussed on obtaining the renewal of contract and preserving market share


4 pillars for this transformation program under one single agenda – Lego & doTransformation


4 Technology

Key focus in improving profitability with new generation contracts





Manuela Franchi Georgios Kalogeropoulos
A history of acquisitions coupled with an evolving industry in need of innovation require a transformation plan


Excellent client service and collection performance will lead to winning more business and retaining market leadership


Enhanced origination and business development effort to boost revenue growth

| What | How | Targets |
|---|---|---|
| Enhance products and client breadth |
• Common business development team ("Group product experts") - Support all regions and provide tailor made solutions to clients - Anticipate market trends and clients needs • Local commercial effort close to clients ("relationship managers") Objectives • - Grow clients satisfaction and increase success rate in new bids - Increase GBV and maintain premium fees |
All products to all countries |
| Offer existing clients more services |
• Key products now deployed to all countries • Every client can pay for additional services to enhance recoveries and time to collect Expansion of ancillary products • - Securitisation structuring, master legal, data quality - Real estate auctions through BidX1 - NPL sales through doLook |
Revenues / GBV from c. 38 bps in 2021 to c. 40 bps in 2024 |
| Achieve more collections per unit of GBV under management |
• Boost data to enhance accuracy of recovery curves • Advanced analytics and superior IT platforms to magnify recovery capabilities Improve client experience and facilitate transactions • - Reduce time to execute real estate sales, liquidations, restructurings |
Collections / GBV from c. 4% in 2021 to close to c. 6% in 2024 |

Commitment to continue optimising every cost line to support EBITDA margin also leveraging on new Group structure

Note:
1) Does not include c. 12% of Outsourcing Costs as % of Gross Revenues (stable between LTM Sep-21 and 2024)
2) Includes Finance, HR, IT, Ops, Risk, Transformation, Organisation and Procurement functions. Group functions also include Business Development, Legal and Audit


Increasing efficiency and productivity to optimise FTEs allocation and Revenue generation



Eliminated 2 Back Offices (consolidating into Italy, Greece and Spain) and 10 Data Centres (preserving geographical diversification)



Transforming back-office activities to achieve operational excellence and further exploit outsourcing



IT investments facilitate superior applications performance, higher security, data enhancement, simplification and reduction of Opex

Note: 1) Includes IT OpEx, Capex and HR IT Costs

IT
It started from Greece…now being rolled out to other countries too



Centralised procurement function has already yielded savings for c. 3% of current operating cost base

Set-up policies and procedures

Expected saving of 3-5% of key spending items under management (from a base of c. €90m)
Rationalisation of 50% of footprint (2018-2024), with additional reduction of space planned for remaining offices

2018 2019 2020 2021 2022 2023 2024

RE & SG&A

2022 will be the core year of doTransformation, setting the base for improved operations and better margins going forward


Manuela Franchi
Strong origination activity to more than offset collections resulting in a stable GBV


Revenues growth reflects stable GBV, growth in collection rates and more favourable GBV mix



The doTransformation program will enable to grow EBITDA margin maximising operational leverage (c. 85-90% of OpEx are fixed costs)

Note:
1) Does not include c. 12% of Outsourcing Costs as % of Gross Revenues (stable between LTM Sep-21 and 2024)

Strong growth in EBITDA contribution by the Hellenic Region, combined with a stable Italian business and transformation of Iberia



Better GBV vintage, improved collections and increased efficiencies to support growth of Gross Revenues and EBITDA at Group level



Substantial increase in recurring Net Income from 2021 to 2024 mainly related to EBITDA growth and declining D&A


A €43m Capex plan in 2022 (in addition to €30m spent in 2021) will contribute to doValue operational excellence and leadership in the sector

Note:
1) Maintenance Capex go through P&L as IT OpEx. Capex shown above refer entirely to upgrading / innovating / replacing IT systems


Total expected Free Cash Flow generation > €300m in 2022-2024, with 2022 being a transition year due to Capex plan and other factors

Note: Free Cash Flow calculated as Reported EBITDA, minus Capex, minus Delta Net Working Capital, minus Delta Other Assets and Liabilities, minus Taxes and minus other Financial Charges

A two legged M&A strategy focussed on in-market consolidation and broadening the reference market



| Guidance for 2021 |
Financial Targets1 to 2024 |
|||
|---|---|---|---|---|
| Gross Book Value | ≈ €144bn | ≈ €160bn | • Expected inflows to more than compensate increased collections, write-offs and disposals. Strong origination, collections (+200 bps), more favourable GBV mix |
|
| Collection Rate | ≈ 4.0% 2021E |
5.5-6.0% | • Enhanced productivity and GBV rotation (leading to younger average vintage of assets under management) to improve collection rates together with improved macro environment |
|
| Gross Revenues | €565-575m 2021E |
3-4% CAGR | • Increased collection rates, more cross selling and cross fertilisation between countries |
|
| EBITDA ex NRIs | €190-195m 2021E (c. 34% margin) |
6-7% CAGR (37% margin target) |
Improved efficiencies leading to material increase in EBITDA margin • |
|
| Attributable Net Income ex NRIs |
€45-50m 2021E |
≈ 15% CAGR | • Double digit Net Income CAGR expected based on EBITDA growth and declining D&A |
|
| Financial Leverage |
2.0-2.2x 2021E |
Between 2.0x and 3.0x |
• Conservative leverage profile to allow for attractive dividend distributions and flexibility to pursue M&A |
|
| Shareholders' Distributions |
Indication of €0.50 dividend per share for 20212 |
Dividend Per Share CAGR (2021-2024) of at least 20% (cumulated 2021-2024 dividends > €200m) Potential to increase distributions through additional dividends and / or share buy back in case of limited M&A activity |
Notes:
1) CAGR calculated from mid point of 2021 guidance
2) Subject to doValue Board of Directors approval in the context of the approval of the FY 2021 results and subject to approval in the context of Annual General Meeting of shareholders

Dividends and Net Income Growth to deliver a > 24% total return for shareholders in the next three years

Notes:
1) Calculated based on current share price and based on DPS CAGR of 20%
2) Calculated as the average Dividend Yield for 2021-2022-2023-2024 (c. 9%) and Net Income CAGR 2021-2024 (15%)


Andrea Mangoni

Achieving diversification and scale
Pursuing integration and cross fertilisation between geographies
Leading the evolution of the credit servicing industry through investments in Technology
Strengthening strategic and long term partnership with banks and investors in a broadened reference market
2017-2020 2020-2021 2022-2024 … and beyond



| BPO | Business Process Outsourcing, i.e. the outsourcing of non-strategic support activities by banks |
|---|---|
| Early Arrears | Loans that are up to 90 days past due |
| Forward Flows | Agreement with commercial bank related to the management of all future NPL generation by the bank for number of years, customary feature of credit servicing platforms spun off by commercial banks |
| FTE | Full Time Equivalent, i.e. a unit that indicates the workload of an employed person in a way that makes workloads comparable across various contexts |
| GACS | Garanzia Cartolarizzazione Sofferenze, i.e. the State Guarantee scheme put together by the Italian Government in 2016 which favoured the creation of a more liquid NPL market in Italy and allowed banks to more easily deconsolidate NPL portfolios through securitisations |
| GBV | Gross Book Value, i.e. nominal value of assets under management by doValue, represents the maximum / nominal claim by banks / investors to borrowers on their portfolios |
| HAPS | Hercules Asset Protection Scheme, i.e. the State Guarantee scheme put together by the Greek Government in 2019 with the aim of favouring the creation of a more liquid NPL market in Greece and to allow banks to more easily deconsolidate NPL portfolios through securitisations |
| NPE | Non-Performing Exposure, i.e. the aggregate od NPL, UTP and Early Arrears |
| NPL | Non-Performing Loan, i.e. loans which are more than 180 days past due and have been denounced |
| NRI | Non-Recurring Items, i.e. costs or revenues which are non-recurring by nature (typically encountered in M&A or refinancing transactions) |
| Performing Loans |
Loans which do not present problematic features in terms of principal / interest repayment by borrowers |
| REO | Real Estate Owned, i.e. real estate assets owned by a bank / investor as part of a repossession act |
| UTP | Unlikely to Pay, i.e. loans that are between 90-180 days past due and denounced or more than 180 past due and not denounced |


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