Grupo SBF S.A. (SBFG3) Earnings Call Transcript & Summary

Good morning, everyone. I would like to thank everyone for participating in our earnings call for the third quarter. I have Salazar with me, our CFO; and Victoria, she's responsible for IR. On our second slide, well, this is the agenda for the call today. As always, I'd like to start off with the main highlights for the quarter and then I go into the main strategic initiatives. Then I'll hand over to Salazar, who will go in deeper to the financial performance. And then as always, we will have the Q&A session. About our main highlights for the quarter. In this quarter, we've continued to advance with the main initiatives of our new strategic planning. The main focus here is on retail with initiatives to unlock the growth of Centauro and Fisia, which are our main business units. And the good thing is to be able to see that these strategic initiatives are already reflected on the results of the 2 business units. So about results, once again, Centauro has shown solid results and consistent results in both channels. So in this quarter, you can see a net revenue growth of 15% year-over-year, 13% in brick-and-mortar stores and 20% in the digital channel. In addition, we have a same-store sales of 50%. It's also worth noting that our footwear category that accounts for 50% of our revenues also had expressive growth, growing 21% in same-store sales mainly driven by a 15% increase in the conversion rate. Fisia also has a very positive quarter. All channels grew, but the growth was fundamentally driven by the performance of our wholesale channel that increased 28% year-over-year. And this advance without a doubt, reflects the initiatives that we started last year, strengthening the relationship with our main customers, the showrooms for the new collections. And you can see that, that already reflects in the results in the past quarter, wholesale started to grow. This quarter, we grew a lot strongly. And now we're confident that this channel will become stable going forward. We also had important advances in 2 strategic pillars. The first thing is multichannel. Historically, we saw that 70% of the exchanges and returns of 1P products from the website, we're already being done in stores. And recently -- well, not that recently, we launched the project that we call [Foreign Language], Change Everything, meaning that 3P could also be exchanged and returned in the store. And now we can see that 70% of those exchanges and returns are already done in brick-and-mortar stores. And 70% of them are converted into 1P products that are in the brick-and-mortar stores. So in fact, customers really figure it out when they go to the brick-and-mortar store to exchange or return a product. We also started another very important pilot project, very much in line with the vision that the products that we offer in our digital channel should always be able to be picked up, returned and exchange in the store. So we started a pilot project, enabling customers that buy 3P Nike products could pick up these products at our store as well. Another front in increasing and modernizing the brick-and-mortar stores. We delivered 2 new Centauro stores. We increased the size of an important store that we have in Belo Horizonte. And we did our first refit following a more customized model to transform the older stores that we have into more modern stores, but with a much lower renovation cost than when you have the G5 model. For Fisia, we also inaugurated a beautiful NDIS store in Campinas, a full-price store and increased our NDIS in Nova America, in Rio de Janeiro. So we're very happy with the results we've seen so far. And lastly, to finalize this part across the past 12 months, we can see that we're on the right path in the right direction. We're growing 12% on net income in the period, totaling BRL 435.6 million with a net margin of 5.8%. On the next slide, we can go into the strategic front of our brick-and-mortar Centauro stores. We already mentioned in the previous quarter that we had some pillars to improve the purchasing experience for our customers in the stores. So we enforced our buyers team, we reinforced our personnel at stores. So we're guaranteeing something more assertive for our customers. And in this quarter, we've continued to prove a more technical and customized service and reinforce our assortment with a more and a wider and assertive mix. So where we have 40% (sic) [ 50% ] accounting for our revenues. We've explained the expressive growth. So we have assisted sales. We have salespeople to help our consumers to pick the models that fit the most with their needs. So same-store sales in this category grew 21% and an increase of 15% in the conversion rate. So it's good to see here that the high-performance category the category that really requires even more technical service grew 54% year-over-year. Redirecting the sales team is always made according to the potential of each store. And we can see that we still have room to reinforce the sales team in the high-power stores, especially to be able to capture the higher demand period that's coming now, Black Friday and Christmas. It's also worth noting that this quarter, Centauro had the best Father's Day in history. We saw our revenues equal to the levels that we see on Christmas. So you can see that the strategic initiatives are, in fact, really assertive. The sales grew almost 22% year-over-year, an increase in conversion of 0.9 percentage points in stores, soccer category growing again. So we could see that when we have more demand in a store, we can capture this opportunity even more. And we've seen the supplementary categories growing a lot, a result of strengthening our sales area. And the highlights where basketball grew 62%, rackets 26%, water sports 20% and foods 16%. On the next slide, we have the strategic initiatives of our digital channel. We continue to evolve in the 3 main pillars, meaning multichannel purchasing experience and the evolution of our technological platform. I already mentioned the advance that we've had in multichannel and the results of this project called [Foreign Language] and the pilot project that we started off with Nike in our marketplace. But in addition, we've seen some important evolutions in the purchasing journey. And now we're offering our customers the possibility of paying with Apple Pay and Google Pay. So we've seen that the growth, especially in footwear, has grown a lot, growing 38% year-over-year, given a more assertive assortment in the best sellers for our digital channel as well. On the next slide, our own brands here. So our own brands are also a strategic pillar that are very important. And it's great to see that our own brand team once again got the collection right. So acceptance is great. So we can see that Oxer that accounts for 60% of our own brand portfolio grew 9%, even on top of very strong base from the previous year. We also launched -- we had the premier here in footwear now having Oxer products in footwear. So that's also very important to strengthen the positioning of the Oxer brand as a sports brand that offers products that we call head to toe. Our ASICS products continue with great acceptance, growing almost 12% year-over-year. And we've done all of that with a lot of discipline in terms of inventory. So quarter after quarter, we can see the participation of the previous collections decreasing compared to the total inventory, which makes us feel very confident that we're going into the fourth quarter with a balanced out inventory that's assertive and will help us to reap good results in the last quarter of the year. Now on the next slide, once again, Fisia presented very positive results, very much driven by the wholesale channel growing 28%. Once again, that's a result of the actions that we've been holding since last year, bringing on good results in all our customers. But this quarter, the result was also mainly driven of the Centauro growth, where our Nike demand product has increased a lot. In the third quarter, we organized the showroom of brand event. That was huge to present the soccer and running collection for the summer '26 collection. We had over 300 participants and not just the main accounts but also our smaller customers to create a tighter relationship. So we had 2 days of the event on the first day we presented in our soccer collection, not only for the World Cup but also for the clubs that we will start sponsoring as of next year. It was very well accepted. It was great to see that our customers were really excited with this collection. And on the second day, we presented the innovations in the running category. We basically renewed all the franchises from the most expensive ones to the cheaper ones. And I'm also very excited about how our customers receive the reset in the running strategy. On the next slide continuing to prioritize the most relevant categories, which are running and soccer. In this quarter, we relaunched the Total 90 collection. This collection was very iconic. So we have a new look on this collection and selling, especially in casual, which exceeded our expectations. We launched the third Corinthians Club Jersey inspired by 2025, and we beat records in sales with this Jersey. In running, we continue with our strategy to reorganize the portfolio. So with the entry-level styles and with Revolution 8 and icon, Pegasus, Structure and Vomero once again, exceeding our expectations. And as Centauro does, Fisia has been expanding in multichannel. So this possibility of picking up exchanging and returning products in the store is very important to our customers. So as of now, Nike.com consumers can also exchange and return products that were bought in digital, in the brick-and-mortar store. So integrating the channels are very important for our strategy, and we will advance in the multichannel aspect for Fisia as well. On the next slide, about our expansion and modernization of the chain we inaugurated 2 new Centauro stores, one in the city of Caruaru and the other in Rio Preto, these stores have a new style. We call it G6, giving a new experience, mainly aligned with our brand expression, it flows better and the results were very interesting. We did the first reset a more customized one in order to -- because it has a lower cost than what we had in the previous refit and that was very interesting as well. And in Fisia, we inaugurated a store in the Iguatemi Campinas Mall, NDIS, a full-price model and increase the size of the store in the Nova America Shopping mall in Rio de Janeiro. So now I'll hand over to Salazar, who will go into the details of the financial results.

Good morning. Thank you, Gustavo. Now I'll go through the financial results going into further detail. So in Centauro, the main point here is growth -- is the growth that we see in both channels. The growth has been followed by -- I would say the maintenance of the gross margin. We're growing and maintaining our gross margin. We have a drop quarter-over-quarter, but that's resulting from the mix in the channel. And an indicator that we do follow a lot here is growth of items sold. We see 11% growth of items sold. And that was one of the indicators that we found as a potential for growth to release that growth for Centauro. So we see those actions being well implemented and giving the results that we expected. So at Centauro, those are the main points. And as Gustavo mentioned, a major highlight here in the footwear category and as a result of the growth in items sold, we have a good growth in terms of revenue per square meter of almost 15.2%. On the next slide, we have Fisia. So we have a great highlight here for an action plan that was recently implemented, well, not recently in the past year to recover wholesale. We start seeing a reflection of that growth in the company figures. We believe that we have more stability among the channels now after we had a more aggressive inventory reduction. So wholesale takes a while to react to be sure that the rates will go to the right levels and discounts would be lower. And in addition to the commercial actions that we've done, we see a reflex of that in the channel growth. A positive point was the growth of NDIS. We show the potential of this product growth, for expansion. Were underpenetrated. We have a few stores in NDIS and we believe that it's an avenue for growth for the company. So we have e-commerce and digital that are practically at the right side. With the discounts we have and the growth that we had in 2023 in the start bringing about a balance. We're at the right price now. And moving forward, we have a perspective of a bigger balance between the channels and, therefore, balance growth in this distribution of revenues between the channels. But the highlight here at Fisia, without a doubt, was the recovery of the wholesale channel. Here's the consolidated of the company. We see 9.5%. We see the recovery of Centauro and the wholesale channel. And we see that this margin is mainly impacted by the FX rate, especially in Fisia. That was pretty much expected. We had a tax incentive in this quarter as of August so we had 2 months of the tax incentive. And we believe that in the year, we will be able to offset the FX effects with the new tax incentives that are coming in. So the main point of gross profit was the Fisia margin impacted by the FX rate and the new tax incentive in August, where we believe that, that would help us in the year to offset the effects of the exchange rate in pretty much a complete manner. Next, we have operating expenses. So we have expense dilution even with the investments that we made, especially at Centauro for head count. Even though we've had these investments, we can dilute these expenses, showing that as we gain traction and improve the investment and the performance of the Centauro stores, we can dilute the expenses. So we believe that they are absolutely under control and moving towards operational leverage, given the growth even with the new hires in stores and in the products area for Centauro. On the next slide, we have EBITDA that highly impacted by the sea gross margin. We had a drop of 16% mainly impacted by gross margin and also the FX variation at Fisia. And in terms of net income, we could also explain that by the impact on the gross margin. So once again, it's pretty much expected this impact for the third quarter. The actions to offset that are being carried out during the year. So once again, the impact of the FX devaluation when we look at that all year long and with all the tax incentives, when they are fully complete, we will be able to offset that during the year. So we believe that the main point here in terms of net income is the gross margin. Moving on to working capital. Comparing year-over-year, we would say that we would have -- we had an increase in inventory. That's normal according to the different seasons. We're going into the fourth quarter. It's a very important quarter. And at the same time, we start to stabilize accounts payable as you have a more distributed purchase during the period. So in general terms, we're improving the financial cycle by 4 days with a highlight to the normal -- a normal seasonality of the company as now it grows inventory and getting ready to -- for the end of the year having a growth agenda. So that's the main point here in working capital. In cash generation for the company, we have an EBITDA of BRL 717 million, net debt has grown a little. The net debt grew mainly as a result of share buyback and payment of dividends, especially given the share buyback, that's a decision that the company made. The company cash generation, considering EBITDA and working capital was more than enough to pay the investment interest and dividends. So the company is generating enough cash to pay its investments that are being made now to leverage growth. In terms of leverage, we increased the level of leverage with a very comfortable indicator under 1x. Without a doubt, we're controlling this indicator for the growth, and we also maintain an adequate capital structure. So those are the main highlights for this quarter. Now we will move over to the Q&A session.

[Operator Instructions] First question is from Rodrigo Gastim, Itaú BBA.

So, I have two questions on my side. The first one is I'd like to talk about the gross revenue dynamic, especially in the Centauro brand. In the third quarter has already shown clear growth rates. When you look at the third quarter and the growth of Centauro. What's the level of comfort that you currently have that that's a level of a potential to increase for the fourth quarter? What are your perceptions for the end of the year? Centauro and Fisia, do you think there are anything else that would expedite things in the short term in terms of revenue? And the second question, probably for you, Salazar, understand the dynamic of working capital, not just the fourth quarter because of the seasonality, but also for next year, do you see any important levers for increasing working capital for cash generation next year?

Gastim, thank you for your question. I'll start off with the first, and then I'll hand it over to Salazar. Just to repeat, the question is about how comfortable we feel with the results of the last quarter, not only for Centauro but also Fisia. I can say that we are very comfortable with the metrics that we control. So in the past 2 quarters, we've been ensuring that we would have a more assertive assortment in the store in all categories, we can see that the conversion and number of items sold have increased, and that makes us feel very confident that the products are there that they are increasingly meeting the demands that our consumers have. And there's also another very important metric for us, which is the average sale per salesperson. And that's maintaining a bit constant even though we had an increase in head count. So we're going into the last quarter of the year with a very organized operation and the size of an operation that will enable us to capture a higher demand. So what happened on weekends and Father's Day. We believe that in the things that we control, we can execute well. The digital channel has been systematically given the improvement that we had in the past quarter last year has systematically been presenting expressive growth. And we've been maintaining on our path. For Fisia, we can see that the operating levers are under control. We see NDIS performing well, and the level of inventory is becoming more stable during the year. So for the things that we control, we are very comfortable that it will be well executed. So for inventory, we have adequate inventory levels, not only for volume, but also for balancing out the categories and price levels. So once again, in the things that we control, we're very confident that's going to be a good execution.

Gastim, thank you for the question. If we look at the 3 main points of working capital for next year that you mentioned in accounts payable, we don't have any major variations. We already have payment terms that are really reasonable for all our vendors. So I don't see a potential there. Accounts receivable as well, we're adjusting. So especially for '24 and '25 we had the adherence to Pix. So we were able to gain a relevant share of payments with Pix in accounts receivable. I believe that the share of Pix and debit cards shouldn't increase more significantly. We've done a lot to try to optimize that as much as we can. And I don't believe that we're going to have a very big lever to work on in that case. And in installments. I think it's fine-tuning about the minimum amount per installment and number of installments. That's some fine tuning that we will have and we go through specific aspects or regions. I don't see many positive impacts on that. And inventory is also something that we're -- we do a lot of work that we will do in the future and do this year and that the impacts in a structural manner that we have. I don't believe that in 2026 that would happen because it's a year of carrying more inventory, especially because of the growth of the plan that we're implementing. And because of the strong sports share that we will have next year. And at this time, I can't specifically predict for 2026 some -- any major levers in those 3 fronts of working capital. In the others that we have the tax credits and so on and so forth. I don't see many variations there either. So I believe it's going to be a year about continuing to invest in the companies to grow the company and also to eventually prepare something more structural for the midterm especially for 2026.

Next question is from Ruben Couto from Santander.

I'd like to follow up on Gastim's growth question. So the strong growth levels, especially at Centauro that we saw in the third quarter. Has that continued in the beginning of the fourth quarter? Just so I can understand -- how much is rate is moving not only into the fourth quarter but also moving forward. And my question is about should we expect a gross margin for Fisia? there's an FX effect and a channel mix effect. So there's also the new tax benefits that will help to offset a part of that impact to the exchange rate. But we probably won't see all of that in gross margin. Can you help us to understand in the upcoming quarters, how we should expect the dynamic for gross margin in Fisia? At least for the next 3 quarters.

Okay. I'll answer the first part of the question. In a very shortened manner because it's about the fourth quarter that's ongoing, and then I'll hand over to Salazar. Ruben, thank you for your question. Well, once again, we control what we can control. So we follow the metrics on a daily basis. the operational metrics on a daily basis. And what we do not control is direct flow. So once again, I would say that we are very comfortable with the quality of our operations and our portfolio, but it's still early to speak about the performance of the fourth quarter. Back to Salazar.

Ruben, well, basically, we start having the tax incentives in its full mode, I'll try to be brief, but it's not that easy. So we have tax incentives for brick-and-mortar stores in Fisia and for wholesale in August. So as of the fourth quarter, we will have tax incentives for all months. In the third quarter, we had 2 months of tax incentives, and that helped, but it doesn't help us to offset the FX variation. We believe that we should have reinforcement, so to speak, for the fourth quarter, which is 3 months of extra tax incentives and 3 months. Well, actually, if you think of it, if you think of the previous year, 3 months of tax incentive in wholesale and stores compared to 3 months of FX rate. So that helps. In addition, this is also for the upcoming quarters. We have a dynamic where the gross margin or gross profit that you generated before with a lower exchange rate was taxed. When you offset that, exchange rate with the tax incentive, you have a non-taxed gross profit so the rate drops. So even if you don't fully offset it in the gross margin, you'll offset that in the net margin because the gross margin that's going down through the tax incentive is not taxed. And that's the dynamic that happens. So we have to -- sorry about that. AI here is getting in the way, a little upset. So going back, when you look at the second and third quarters, you can see that even though there is an EBITDA that's relatively stable or dropping, you have higher net income because we offset that with the net margin of the tax incentive that we were able to capture in this -- mainly in the second quarter. And in the specific case of the third quarter, we didn't do that totally because we had 1 month less. After that, we'll have the full dynamic of the incentive and a lower net margin because the gross margin will pay less taxes. So at the end of the day, that's how our dynamic will happen. For next year, just to give you some light on that, what I believe is that we will have 2 different dynamics next year compared to this year. We have a first quarter that will look more like 2025, especially as the second quarter, where you still feel the impacts of a higher exchange rate in the first quarter. And at the same time, you'll have full tax incentives, normal life, everything is normal. And in the second quarter, as the FX rate dropped in the second half of 2025, we'll have a lower exchange rate compared to what we see now, because the hedge that we had for 2026 had a lower exchange rate than the hedging that we had in 2024. Therefore, we should have a gross margin that would be favored by the positive exchange rate. And in terms of tax incentives, nothing changes because we will continue to benefit from them. So I believe that is the scenario. Short term, full tax incentives with a trend to offset the exchange rate, especially in the fourth quarter, 3 months of tax incentives and 3 months of the exchange rate. And then the first quarter would be similar to the second, third and fourth quarter, where you had a higher exchange rate. And in the second half of 2026. We believe that as a result of the drop in the exchange rate in the second half of 2025, we should have a positive effect to the gross margin, maintaining the other conditions constant. I think it was a bit complicated, my answer, right?

Next question is from Danni Eiger from XP.

I have question first about growth. So we've seen consistency in improving Centauro results and also about improving the operation. And I have two questions that come from that. First of all, it's about store expansion for next year and the other not just the sports events but also to resume growth, and then there's a dynamic that the macro could impact that decision. But even the brand is already doing so well in the operations that you can give it more expansion plan for the upcoming year. So my first one, in the Centauro dynamic growth, what do you see as the increase in stores 2026 forward? And the other thing which have the disparity between the stores, be it regional or the evolution of the initiative. So we can understand the potential of the operation. And as that for instance, some stores still lagging behind, and you would have room to close that gap regardless of the macro helping or not? So that's my first point here for Centauro. And the second question, and that's mainly about Fisia. In fact, we did see a great recovery in wholesale, so DTC is a bit behind. You were talking about inventory, so the plan of purchasing, resized for 2026. But should we expect that DTC would still feel more pressure in the short term and eventually reducing the margin because of the concept? And a first thought receiving from the stores. We just heard from the On-stores, we just heard from the Iguatemi call that they are going to come in with stores next year. So do you see this as a risk for Nike?

Danni, I'll try to capture that. So the first one is dispersion, a difference in the growth profile for the Centauro stores. And with that, eventually, it enables us to capture more gaps to support growth moving forward. Second one for Centauro is regarding the expansion plans. So given the very positive results that we've had, if we have a different mindset, regarding the expansion. And the last one is -- or 2 more. One about DTC for Fisia, and how we see that in the short and medium term. And the last one is regarding on getting On stronger in the country. Did I ask everything?

Yes. That's right. Sorry. I asked 4 instead of 2.

Okay, Danni, about the Centauro store growth profile. We've already seen that historically, we had a growth that was driven maybe by the high-power stores and the low power stores we're lagging behind because we were concerning that when it's like a prophesy, right? The store starts poorly, you have to adjust SG&A and so on and so forth. So we've seen an expressive recovery of the stores that we're lagging behind and we also examined the growth of high-performing stores. So it really depends on the comp. I believe that there's still going to be periods where growth will mainly be driven by the stores that historically weren't performing as that well. But as the business advances in the second half of next year, we should expect more homogeneous growth. The good side is that growth is coming. We don't see any signs for concern because growth is being sustained by some stores profiles that had a larger gap. But that should become more normalized as we go into the end of the next quarter. For expansion, it's very clear to us that in the upcoming years, we will focus on modernizing our older stores. We have 103 stores that are old generation. And we are very confident that the modernization will also bring about the growth in these same stores. That's going to be more interesting. We're increasingly more excited about that perspective. Obviously, we are always talking to entrepreneurs, right, at Centauro to see if good points come up, and we will always invest with a high ROIC in good places and good shopping malls. There is a clear avenue of growth when we look at NDIS, we are underpenetrated in NDIS. But once again, we're very selective and concerned with the shopping mall on the points of sale where we present the newer Nike collection. So in summary, we will continue to focus on revitalizing the stores, but always looking for growth opportunities because we're talking about good capital allocations. When we talk about DTC channels, we were already saying that for this year, we expected a recovery in wholesale, especially for Fisia, and we expected the conservative growth of DTC for 2025. So looking at 2026, all the channels will be pretty much affected by the incremental revenues that we're putting on our distribution network, meaning World Cup and new soccer clubs. So there's a leverage for growth across the board. There are some operational improvements where we have NDIS, and we really trust a more sustainable growth. NDIS, we have a, I would say, a time basis for comparison this year. So next year, a very significant year for the sports calendar and all channels would benefit. And your last question about On. On is an increasingly greater vendor for Centauro. So we are very happy that the level of the partnership has become tighter between Centauro and On. We've increased the number of doors where we offer the product. It's a very interesting sale considering its price range and margin. And based on the Nike point of view, we don't see that as a major threat in the short term. It's a market that's historically very competitive here in Brazil. And I believe that by changing the running portfolio, we've seen a lot of attraction where we face On directly. So Centauro always takes advantage of the new brand hype, right? And Nike and Fisia consequently have been able to maintain a leadership position and these shares are mainly disputed amongst the other brands. I think that's it.

I would like to add one point, Gustavo, about the expansion because, obviously, you know we can't say how many doors we're going to open in this earnings call. So it's like we say, Brazil has 600 shopping malls, 200 of them we don't want to be, in 400 we do. We already have 230 stores. So there's a gap there. And as the opportunities come up, as Gustavo mentioned, we have that gap when we look at that potential. And in the case of Fisia, it's a bit different because we have a few stores. So based on the assumption of Fisia and NDIS, we wouldn't have the same capillarity as Centauro because the average ticket is higher and so on and so forth. But based on the assumption that you have 10 open stores, you still have a potential of expanding in the short, medium and long term, that's very significant. So that's the only mention that I wanted to have for Gustavo's question.

Next question is from Felipe Rached, Goldman Sachs.

I have a quick follow-up for Ruben's question. The exchange rate effects and wholesale effects and the tax benefit that helped are very clear, but I'd like to understand the pressure of prioritizing more important commercial partners. Would you say that they have better terms now? Or that they're more relevant in the sales mix? I'd like to explore the opportunities that we currently have in Centauro in terms of categories. So the performance was strong. It was mainly driven by footwear. How are you planning other categories and accessories that may have lost some relevance in their format? If you could talk about that opportunity in the midterm? That would be very interesting.

Great. Thank you for the question. I'm going to repeat the question just to make sure we understood that. So first of all, to understand how the channel and the U.S. dollar there are very evident on the impact on Fisia, but you'd like to understand the details about how in wholesale, the customer mix influenced, and if we have any future perspectives that it will continue to influence the margin of the channel. And about Centauro growth. It was mainly different led by footwear and then the potential of other categories moving forward. So let's start off with the wholesale channel, Salazar, and then I'll go to wholesale and then you can add if you want. When you look at Centauro's growth, we do see growth that was mainly driven by a category that represents a lot in our sales. And we also see a potential to capture in the categories that still haven't presented such great growth when compared to the last year. That doesn't mean that if we have any concerns with the footwear going forward, because there is a rebound effect. The first movement is conversion and having a midterm effect, which is the recurrence and recovery of the perception that Centauro has a very comprehensive portfolio in all its categories. So in footwear, we remain confident with good performance going forward, and we believe that soccer, which was a category that was challenging. So it's back to perform -- it will be back to performing well again in the upcoming quarters because of the World Cup of the new soccer clubs, the strategy that we will launch New Jersey in Fisia and Centauro. So soccer is a hype again as the soccer players will be wearing the cleats that are launched by Centauro. So we have some tailwind for the soccer category. In apparel, we believe there is a potential as well. In apparel, we still haven't seen the full potential because of inventory and other brands with the constant of the improvement of our own brands and the licensed products that will be sponsored by Fisia and other licensed products from the SBF and Oxer and ASICS performing well. So we're truly confident that they will. But if we do better work in balancing that out in our own brands, in Fisia brands, there's a gap to be captured. And then the other categories that we call supplementary, we also see a potential for significant growth. But the supplementary categories also have a share in Centauro that's lower because it's about continuing to do great work that the team has been doing in footwear and capture the tailwind for soccer and also the inventory for apparel and continue to adding with the supplementary categories. So it's the profile between the Centauro categories. When we talk about margin, how we've distributed the sales among the wholesale customers. Centauro has been growing a lot in the past quarters and consequently been increasing the receipt of all brands. So Centauro does have an impact, not only in the channel mix, but also in the gross margin pressure in the wholesale channel. I must mention that it's a sale made in the same group. But when you look at the whole sale channel, there's pressure. So we don't see any other dynamics in which the customers, bigger customers would somehow compress the margin of the channel going forward. But there are some collections that we could expedite more to major customers depending on the sell-through. But going forward, we don't see that margin being compressed by the customer mix in the wholesale channel. Salazar, would you like to add to that?

I'd like to add. But the important thing here is what Gustavo mentioned before, Rached, that Centauro is growing more than the market. So it's important, If you look at Fisia alone, that affects, so to speak, the physio margin. But when you look at the consolidated figures for the group and you see the entry margin at Fisia and the exit price at Centauro, it means that we're gaining share in our own channel for the company. So it's good for the company. As Centauro is growing more than the market and even in its own universe of customers that Fisia have for wholesale, like Gustavo mentioned, it pressures the Fisia margin because it's selling to a major customer that has a good markup. But on the other hand, for the group, that's good because we're selling more units in the same group. That's important. And the other important aspect to think about is that, that happens for all brands. So as Centauro is growing, it's growing for all brands. That's good for the brands in general. That's the only thing I wanted to add. I hope my answer is clear.

[Operator Instructions] The Q&A session is now over. I'd like to hand over to Gustavo, so he can make his final remarks.

Okay. So I would like to thank everyone for participating during this earnings call, and I would really like to thank all the other shareholders, our Board of Directors, but especially our team for all its dedication and commitment to deliver the results that we have so far. So hope to see you in the earnings call in the fourth quarter. Thank you.

The SBF conference call is now over. Thank you for your participation, and have a great day.