StoneCo Ltd. (NASDAQ:STNE) Q4 2022 Earnings Call Transcript

Jeff Cantwell: Hey, thank you. I appreciate this and nice results. I wanted to ask you if you could help us think through what we’re seeing right now in MSMB both on the TPV side and with take rate for the go forward understanding that there are a lot of moving pieces with the macro right now. I was hoping we can kind of unpack the 50 basis point increase over the past 12 months and help us take that through in the take rate going forward. And also any thoughts on MSMB TPV as it’s growing 23% right now? Just trying to get a little more clarity on what — how that might play out over the course of 2023? Thanks very much.

Rafael Martins: Hi, Jeff. Rafael here. Thank you for the question. I will start and then I’ll pass it to Lia to add. So when we think about take rates, I think, we still have opportunity to improve MSMB take rate. I think and when we look at not only pricing right, which mostly drove our 50 bps take rate year-over-year increase, we’ll keep optimizing prices, and of course, trying to improve unit economics, but also having the new solutions, especially banking and in the future credit helping us with take rate.. So the idea that we have is to keep improving monetization of our clients. We are already seeing that not only in payments. And I think that the nice — what we observed that we liked was we were able to increase by 50 bps the take rate, while growing faster than the market in the industry. So I think that this is something also for us to note. Lia, do you want to add?

Lia Matos : Rafael, if I may. I want to add three comments here. One Jeff is that the card association in Brazil have indicated that the industry should grow between 14% and 18% this year. And we expect to continue to gain market share, so we will continue to grow faster than the industry. As we said, we see space to continue to increase take rates. We expect to do so in the first quarter and continue this trend, because of our strategy of how we price our clients seeing all the relationships that they have with us, with all the projects. So as we add more capabilities to our offering, we have better space to offer a superior value proposition to them and then have a better monetization. And I think that the ability to grow game market share and increase take rates prove how strong our value proposition is. So those are the three comments I would like to add.

Jeff Cantwell: Okay. That’s great color. Thanks very much. And I wanted to ask a follow-up in the financial services segment with key accounts, and this is in reference to Slide 11. What’s interesting — this is in the presentation. What’s interesting is the platform services that you’re averaging, I mean, that increased by 32% and you’re highlighting that the take rate has increased by 35 bps over the past year. So the question is how much it does that have to go, because we could see the sub-acquire piece declining. I’m curious if you can help us think through a little more about the go forward for key account TPV coming from Platform Services and also what that could mean for the take rate in the key account piece going forward? Thanks very much.