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Despegar.com, Corp. (NYSE:DESP) Q2 2019 Earnings Conference Call August 8, 2019 8:00 AM ET
Natalia Nirenberg - IR
Damián Scokin - Director & CEO
Alberto Gaffney - CFO
- Natalia Nirenberg - IR
- DamiánScokin - 董事兼首席执行官
- Alberto Gaffney - 首席财务官
Eric Sheridan - UBS
Edward Yruma - KeyBanc Capital Markets
Brian Nowak - Morgan Stanley
Emily DiNovo - Cowen & Company
Alejandro Lavin - Citigroup
- Eric Sheridan - 瑞银集团
- Edward Yruma - KeyBanc Capital Markets
- 布赖恩诺瓦克 - 摩根士丹利
- Emily DiNovo - Cowen＆Company
- 亚历杭德罗拉文 - 花旗集团
Good morning, and welcome to the Despegar Second Quarter 2019 Earnings Call. A slide presentation is accompanying today's webcast and is available on the Investors section of the company's website, www.investor.despegar.com. There will be an opportunity for you to ask questions at the end of today's presentation. This conference call is being recorded. [Operator Instructions] Now, I would like to turn the call over to Ms. Natalia Nirenberg, Investor Relations. Please go ahead.
早上好，欢迎来到Despegar 2019年第二季度的收益电话会议。 幻灯片演示随附于今天的网络广播，可在公司网站www.investor.despegar.com的“投资者”部分获取。 您将有机会在今天的演讲结束时提出问题。 正在录制此电话会议。 [操作员说明]现在，我想转达投资者关系部的Natalia Nirenberg女士。 请继续。
Good morning, everyone, and thanks for joining us today for the discussion of our second quarter 2019 results.
In addition to reporting financial results in accordance with U.S. generally accepted accounting principles, we discuss certain non-GAAP financial measures and operating metrics including foreign exchange neutral calculations. Investors should read the definition of these measures and metrics included in our press release carefully to ensure that they understand them. Non-GAAP financial measures and operating metrics should not be considered in isolation as substitute for or superior to GAAP financial measures and are provided as supplemental information only.
Before we begin our formal remarks, allow me to remind you that certain statements made during the course of the discussion may constitute forward-looking statements, which are based on management's current expectations and beliefs and are subject to a number of risks and uncertainties that could cause actual results to materially differ, including factors that may be beyond the company's control. For a description of these risks, please refer to our filings with the SEC and our press release.
Speaking on today's call is our CEO, Damián Scokin, who will provide an overview of the second quarter and update you on our strategic priority. Alberto Gaffney, our CFO, will afterwards discuss the quarter financials and our outlook for the next quarter. And after that, we'll open the call to your questions.
Damián, please go ahead.
Thank you, Natalia. Good morning, everyone, and thank you all for joining us. We are conducting business, and it's a challenging and mixed operating environment.
Argentina continues to struggle, Brazil to a lesser extent, while Mexico's economic growth is slowing. While this resulted in a mid-single-digit contraction in industry gross bookings in Latin America, none of this is surprising as we have been facing these conditions for about a year now, and once again performed better than the industry. During most of the recent quarter, our profitability was impacted by the macro, a shift in our marketing spend as we launched our rebranding campaign and the cessation of operations of Avianca Brasil. Nevertheless, despite all these headwinds and excluding Avianca Brasil, we gained 20 basis points of market share. Later in the presentation, we will come back and speak more about the rebranding and relaunch and the Avianca Brasil situation.
In the second quarter, we made good progress in our strategic objectives. At the end of the quarter, we closed on the Viajes Falabella operations in Chile, Argentina and Peru, while Colombia closed at the end of July. This acquisition provided us with additional access to customers in the fastest-growing regions in Latin America. Furthermore, our mobile app continues to evolve favorably providing our customers with an even more convenient and personalized booking experience. We continue to improve functionality and usability and mobile now accounts for 38% of total transactions, up 552 basis points from the same period of last year. While our Net Promoter Score was most likely impacted a bit by Avianca Brasil situation, we still delivered solid 380 basis points increase year-over-year. We have also advanced in our efforts to improve cash flows and capital allocation. Operating cash flow was a healthy $15.9 million in the quarter compared to $300,000, in the second quarter of 2018.
In terms of capital structure, we opportunistically repurchased close to $20 million of our shares year-to-date, including $2.9 million during the second quarter. In total over the past year, we repurchased $46 million. As we look through the quarter, we were encouraged by the trends we were seeing in the industry. With this in mind, coupled with management and the Board's view of the value of our shares, the Board has approved a new share repurchase program for a total of $100 million that we expect to be executing promptly. Our balance sheet, liquidity and cash flow remain strong, which provides a solid foundation for future growth that will benefit our customers and shareholders alike.
Turning to Slide 4. Over the past 15 months, we have experienced various headwinds from the more challenging macro environment to the most recent airline cessation of operations in Brazil. Through it all, we took some opportunistic actions to gain market share and better position the company for the long term. But at all times, we remain focused on executing on our long-term strategy. We will continue to build in our customer-centric approach, investing in technology and advancement of our digital platforms as this remains core to everything we do today and build the business for the future. In the second quarter of 2019 results, both from an operational and financial perspective, reflected the company's long-term perspective to run the business. We invested in rebranding through higher expenditures and shift marketing investments towards branding and changes to our website with a corresponding short-term lower returns. Despite such negative impact, which was more pronounced at the beginning of the quarter, we achieved a marginally positive market share gain when adjusted for the Avianca Brasil situation. Staying focused on our long-term goals has helped us deliver a healthy balance between price, volume and margin growth.
阿根廷继续挣扎，巴西的程度较小，而墨西哥的经济增长正在放缓。虽然这导致拉丁美洲工业总预订量出现中单位数收缩，但这并不令人意外，因为我们现在已经面临这些条件约一年，而且再次表现优于行业。在最近一个季度的大部分时间里，我们的盈利能力受宏观影响，我们的营销支出在我们推出品牌重塑活动和Avianca Brasil停止运营时发生了变化。尽管如此，尽管存在所有这些不利因素并且不包括Avianca Brasil，我们仍然获得了20个基点的市场份额。在演讲的后期，我们将回来谈论品牌重塑和重新启动以及Avianca Brasil的情况。
在第二季度，我们的战略目标取得了良好进展。截至本季度末，我们关闭了智利，阿根廷和秘鲁的Viajes Falabella业务，而哥伦比亚于7月底关闭。此次收购为我们提供了在拉丁美洲发展最快的地区的客户的额外接入。此外，我们的移动应用程序继续发展，为我们的客户提供更方便和个性化的预订体验。我们继续改进功能和可用性，移动现在占总交易量的38％，比去年同期增加552个基点。尽管我们的净推动者得分很可能受到Avianca Brasil情况的影响，但我们仍然实现了稳固的380个基点同比增长。我们还努力改善现金流和资本配置。本季度的经营现金流为1590万美元，而2018年第二季度为30万美元。
Moving next to discussion of transactions and growth bookings on Page 5. Before getting into the details for the quarter, I want to mention that the contribution from Viajes Falabella was only for the month of June. The headwinds proved a bit more challenging. And as you can see on this chart, total transactions were down 6% in the quarter. The number of transactions was impacted by the macro environment, the shift in our marketing expenditure towards branding in April and the reduction of our exposure to Avianca Brasil. The last two factors were one-time impacts to the second quarter, and we are already seeing a recovery.
After a weaker performance start to the quarter, transactions stabilized in May and recovered in June with the trend continuing into July. Driving higher sales and increasing share of higher-margin packages, hotels and other products with a particular focus on stand-alone packages is one of our key strategic initiatives. As a result of this effort in the second quarter, stand-alone package transactions increased 6% year-on-year, remaining our fastest growing product. Total packages, hotels and other travel products accounted for 40% of total transactions. This was down 200 basis points when compared to second quarter 2018 results, impacted by economic conditions in Argentina, which accounts for a significant share of this product offering. This also continued to drive a shift towards lower-margin products in the country. Room nights were down 8% year-on-year and flat ex-Argentina. Room nights had been growing about 20% ex-Argentina in prior quarters, and we are taking steps to get back to stronger levels.
Gross bookings increased 15% on an FX-neutral basis, slightly slower pace than the prior quarter. As reported, gross bookings, however, declined 6%, impacted by weaker economic conditions in Argentina and to a lesser extent in Brazil, as well as the shift in marketing expenditure towards the rebranding campaign. Of note, though, once again this performance was better than the high single-digit contraction experienced by the travel industry in Latin America during the quarter. Excluding Argentina, as reported gross bookings increased 3%. Importantly, we saw a 23% year-on-year increase in FX-neutral ASP. Growth was driven by a mix shift from domestic to international travel across some key markets, reflecting more attractive customer pricing. Additionally, ASPs were higher in Brazil triggered by increased air domestic tariff resulting some contraction in capacity following Avianca Brasil's cessation of activity.
Now turning to Slide 6; we launched the new campaign at the beginning of the second quarter. This is typically not a seasonally strong travel period for us, which made it the right time to rebrand. Before I get into the details about the campaign, I want to mention that this slide has linked to a short video about our rebranding campaign, which you can also access in the Investor Relations section of our website. We encourage you to review it. Now back to the rebranding campaign, we are traditionally recognized as the OTA of choice at the moment of purchase. The perception rooted in our broad product offering, strong technological platform, including mobile app, and attractive local currency financing options. When someone went online to book a travel, we were the best place to transact. We were a company focused on travel transactions. Now through our rebranding campaign, we are realigning the Despegar brand, the most recognized travel brand in Latin America, to our new strategy underway. We are ensuring that all travelers are aware of our comprehensive presence across the travel journey. A central part of the evolution underway is deepening the relationship with the customer. Our role is to add value to the customer experience every step of the journey.
接下来讨论第5页的交易和增长预订。在进入本季度的详细信息之前，我想提一下，Viajes Falabella的贡献仅适用于6月份。事实证明，逆风更具挑战性。正如您在此图表中看到的那样，本季度总交易量下降了6％。交易数量受到宏观环境的影响，我们的营销支出在4月份转向品牌推广，以及我们对Avianca Brasil的风险敞口减少。最后两个因素是第二季度的一次性影响，我们已经看到了复苏。
As shown on this slide, our rebranding campaign is built around the customer decision journey and is comprised of six distinct steps that follow this journey, inspiration, purchase, pretravel, travel, destination and post-travel. Through ongoing contact, we're able to gather an enhanced view of the customers and their preferences to help us create more personal recommendations at the inspiration stage. For many individuals, holiday travel can be a significant expense, and they want to make sure they get it right. In other words, the best value for their money. We're right there with them in the inspiration stage, advising them with our unique inspirations and getaway suggested packages. At the same time, this ties with our key strategy to drive increased sales and penetration of higher-margin packages. Through our vast research intelligence, we can tailor unique shopping and booking experiences while driving higher sales and customer loyalty. Through text and email we stay in contact with the traveler with reminders and other suggestions prior to leaving on the trip. While at their destination, we can also push suggestions of places to visit and things to do. We follow-up post-travel with surveys and feedback, further adding to the info we gather about the traveler and the process starts all over again, as many of our customers take several trips per year. These initiatives further reinforce our point of difference versus competitors. As we look ahead, we are bringing customers to the convenience of e-commerce along with expertise and personalized service of a local travel agent.
I will now turn the call to Alberto to take you through the financials.
Thank you, Damián, and good morning, everyone.
Please turn to Slide 7 for a review of our operations on a regional basis. We expanded FX-neutral gross bookings across our key markets, although at a lower growth rate than past quarters given the soft economic environment, mainly in Argentina and Brazil, as well as the short-term impact from the launch of our rebranding campaign in April. Starting with Brazil, transactions in our largest market declined 14% year-on-year, as orders were also impacted by our strategy to reduce our exposure to Avianca Brasil. By contrast, gross bookings were up 4% as reported and 13% on an FX-neutral basis. Higher air domestic tariffs triggered by the industry capacity contraction following the cessation of operations for Avianca Brasil, together with continued mix shift from domestic to international travel, contributed to a 20% increase in reported ASPs and up 30% on an FX-neutral basis.
Next, Argentina. Transactions declined 14% year-on-year, mainly explained by lower international travel as the country remains affected by a difficult macro backdrop, together with a temporary shift in our marketing expenditures to the rebranding campaign. On an FX-neutral basis, gross bookings were up 30% while ASPs increased 51% year-on-year, relatively in line with inflation. Reported gross bookings and ASPs, however, were down impacted by a 32% FX depreciation. Of note, Argentina is already five quarters into recession with an aggregate dollar market contraction of 26% from second quarter 2018 until Q1 2019. This environment has a material impact on our client base disposable income, in particular in our discretionary spending category, leisure travel.
Finally, the rest of Latin America posted an 8% increase in transactions, with FX-neutral gross bookings up 8% and ASPs flat. Reported ASPs declined 4% year-on-year, reflecting currency depreciation in the region, while reported gross bookings were up 3% in the period. Transactions in Mexico declined 1% year-on-year, reflecting a softer macro, although we continue to experience positive mix shift from domestic to international travel while Colombia delivered a 2% increase in transactions.
Moving on to the financial results on Slide 8. FX-neutral revenues were up 5% year-on-year in the quarter despite market contraction and the impact from Avianca Brasil and rebranding Damián just described. Lower FX-neutral revenue growth was also impacted by reductions in customer fees and discounting package transactions to drive share gains in a softer demand environment and lower supplier bonuses, reflecting weaker customer demand. This more than offset the overall positive year-on-year mix shift to higher-margin international from domestic travel, driven by lower air supplier prices in the market. As reported revenues in turn saw an 11% year-on-year decline to $114 million in second quarter 2019, reflecting the FX translation effect from currency depreciation, mainly the 32% peso depreciation in Argentina during the period.
请转到幻灯片7，查看我们在区域范围内的运营情况。我们扩大了主要市场的外汇中性总预订，尽管增长率低于过去几个季度，因为经济环境疲软，主要是在阿根廷和巴西，以及4月份重新开展品牌重塑活动的短期影响。从巴西开始，我们最大市场的交易同比下降14％，因为订单也受到我们降低Avianca Brasil风险的策略的影响。相比之下，报告的总预订量增长4％，而外汇中性则增长13％。由于Avianca Brasil停止运营后行业产能萎缩引发的航空国内关税较高，加上国内旅行和国际旅行的持续混合，导致报告平均售价增长20％，外汇中性增长30％。
转向Slide 8的财务业绩。尽管市场萎缩以及Avianca Brasil和品牌重塑Damián所描述的影响，本季度外汇中性收入同比增长5％。较低的外汇中性收入增长也受到客户费用减少和折扣套餐交易的影响，以在较弱的需求环境和较低的供应商奖金中推动股票收益，反映出客户需求疲软。由于市场空气供应商价格下降，这大大抵消了国内旅行对利润率较高的国际航班的总体同比转变。据报道，2019年第二季度收入同比下降11％至1.14亿美元，反映了货币贬值带来的外汇转换效应，主要是阿根廷期内比索贬值32％。
The share of higher-margin packages, hotels and other transactions as a percentage of revenue was basically flat year-on-year, accounting for 59% of total of reported revenues. Taken together, these factors resulted in a decline of 11% in reported revenues in both the Air and the Packages, Hotels and Other Travel Products segment. Revenue margin in turn declined 63 basis points year-on-year to 10.2% in the second quarter.
Turning to Slide 9; FX-neutral gross profit declined 5% year-on-year to $82 million in the quarter. In addition to the factors contributing to the weaker top line performance this quarter, gross profit was also impacted by our customer service initiative of rescheduling passengers affected by the cessation of activities of Avianca Brasil to other airlines. This resulted in a onetime charge of $1.2 million this quarter. We also saw some other puts and takes in cost of revenues. While we continued investing in lower fees and customer discounts and packages to drive market share gains, this was partially offset by lower installment plan costs as we reduced the availability of financing. This was further supported by our efforts on driving efficiency gains across our call centers, which resulted in lower fulfillment costs this quarter.
Credit card processing fees also declined this quarter. Excluding the one-time charge for Avianca Brasil, cost of revenue was down 7% as reported in absolute terms. In terms of operating costs, as discussed in the prior calls, we anticipated higher marketing expenses this quarter, reflecting a one-time $8.6 million expense associated with our rebranding across the region, including an online TV, radio and print campaign. To help with the models, excluding this rebranding impact, comparable S&M expenses for the quarter would have decreased 3% to slightly over $42 million.
On a per transaction basis, however, comparable S&M increased 3% year-on-year to 17.2%, reflecting the 6% decline in transactions. G&A expenses in turn increased 25% year-on-year, reflecting the export rights tax on services in Argentina introduced in January this year. Our higher stock-based compensation as well as administrative and professional fees related to the implementation of our strategic initiatives. In addition, G&A also includes a $400,000 bad debt charge related to the judiciary proceedings of Avianca Brasil. In sum, total comparable operating expenses were up 2% year-on-year on absolute terms. Looking ahead, we remain focused on seeking further efficiencies and leveraging our cost structure as we continue to grow the business.
Moving on to profitability on Slide 10. Performance this quarter was impacted by the mix of internal and external factors, which resulted in an adjusted EBITDA loss of $7.3 million. Adjusted EBITDA for second quarter '19 was penalized by the three one-time items I just discussed, which totaled $10.2 million in the quarter. Comparable adjusted EBITDA, excluding these three one-time items, would have been a positive $2.9 million in the second quarter '19, down 76% year-on-year. Lower profitability this quarter reflects adverse market in Argentina and to a lesser extent in Brazil as well as a temporary switch in marketing expenditures to the rebranding efforts. Softer demand resulted in lower supplier volumes, which together with a reduction in customer fees and price discounts in packages to support online growth also contributed to this performance.
然而，按交易计算，可比较的S＆M同比增长3％至17.2％，反映交易下降6％。 G＆A费用同比增长25％，反映了阿根廷今年1月推出的服务出口税。我们提供更高的股票薪酬以及与实施战略计划相关的行政和专业费用。此外，G＆A还包括与Avianca Brasil司法程序相关的400,000美元的坏账费用。总之，按可比条件计算，可比营业费用总额同比增长2％。展望未来，随着我们不断发展业务，我们将继续专注于寻求进一步提高效率和利用我们的成本结构。
继续实现Slide 10的盈利能力本季度的业绩受到内部和外部因素组合的影响，导致调整后的EBITDA亏损为730万美元。 19世纪第二季度调整后的EBITDA因我刚刚讨论的三个一次性项目而受到处罚，本季度总计1020万美元。可比较调整后的EBITDA（不包括这三个一次性项目）在19世纪第二季度将为290万美元，同比下降76％。本季度盈利能力下降反映了阿根廷的不利市场以及巴西的较小程度，以及营销支出转向品牌重塑工作的临时转变。需求疲软导致供应商数量减少，同时降低客户费用以及支持在线增长的套餐价格折扣也促成了这一业绩。
Now a brief comment about Avianca Brasil and our exposure to the airline. Avianca Brasil has been subject to a judicial recovery proceeding since December 2018. Since that time, we have proactively worked to reduce our exposure with the majority of it secured with a Brazilian nonfinancial institution. As of June 30, 2019, the outstanding exposure amounted to $8.3 million. With respect to the unsecured exposure, we have reflected a charge of $1.6 million on the P&L, a potential write-off of the guaranteed portion of exposure would amount to an additional $8.6 million.
Moving on to the balance sheet and cash flow items on Slide 11. Given the challenging macro environment we have been operating in, a solid financial position has been a competitive advantage. This has enabled us to opportunistically pursue strategies including an acquisition that will enhance our long-term competitive position. Our balance sheet is healthy with unrestricted cash and cash equivalents at June 30, 2019, totaling $322 million. Despegar generated cash flow from operations of $15.9 million in the second quarter as compared to $300,000 in the same quarter last year. This was mainly due to an increase in tourist payables due to higher average payment date in comparison with second quarter '18, together with a decrease in other assets and prepaid expenses, partially offset by a higher credit card receivable balance. During the quarter, we also made capital investments of nearly $17 million. Funds were mainly applied to technology hardware, office expansion and includes the first installment of $4.5 million net of cash acquired in connection with the Falabella acquisition.
Coming up, let's move to Page 12. While our second quarter results continued to reflect the trend we have seen over the past year, we believe that the quarter represented a low point for the company. Further supporting this was improving trends we saw late May, which have continued into July. We are cautiously optimistic that we will see a sequential improvement in the third quarter keeping in mind there are still some uncertainties ahead of us. Most notably, the upcoming Presidential election in Argentina and that the overall environment is still weaker than last year. As Damián mentioned at the beginning of his presentation, even in these challenging times, we remain focused on executing on our long-term strategy. In the short term, however, with a lower revenue base, there was an impact to our margins. By staying focused on making the necessary investments for the long term, we are well positioned to outperform the competition when the macro environment improves. Additionally, we have the right strategy and the right team in place to generate consistent profitable growth and deliver value to our shareholders over the long run.
Lastly, I would like to mention that we are planning for our first Analyst Investor Day. We will host this meeting in New York City before year-end. Be on the lookout for more information over the coming weeks.
现在简要评论一下Avianca Brasil以及我们对该航空公司的曝光度。自2018年12月以来，Avianca Brasil一直受到司法追偿程序的约束。从那时起，我们积极致力于减少我们与巴西非金融机构担保的大部分风险。截至2019年6月30日，未偿还的风险敞口为830万美元。就无担保风险而言，我们已反映损益表中的160万美元的费用，可能的保证部分注销额将额外增加860万美元。
继续阅读Slide 11上的资产负债表和现金流项目。鉴于我们一直在运营的宏观环境充满挑战，稳健的财务状况一直是竞争优势。这使我们能够采取机会主义的策略，包括一项可以提升我们长期竞争地位的收购。我们的资产负债表健康，2019年6月30日不受限制的现金和现金等价物，总计3.22亿美元。 Despegar第二季度的运营现金流为1590万美元，而去年同期为30万美元。这主要是由于与18年第二季度相比平均支付日期增加导致旅游应付款增加，同时其他资产和预付费用减少，部分被信用卡应收账款余额增加所抵消。在本季度，我们还进行了近1,700万美元的资本投资。资金主要用于技术硬件，办公室扩建，包括与Falabella收购相关的第一笔450万美元现金净额。
This concludes our prepared remarks. We will now take your questions. Operator, please open the line for questions.
以上是我们准备的评论。 我们现在将回答您的问题。 接线员请打开问题。
Thank you. We will now begin the question-and-answer session. [Operator Instructions] Our first question comes from Eric Sheridan of UBS. Please go ahead.
谢谢。 我们现在开始问答环节。 [操作员说明]我们的第一个问题来自UBS的Eric Sheridan。 请继续。
Maybe can we get a little more granularity on what you were doing in the marketplace in terms of taking market share vis-à-vis your competitors and how that's taking hold against the broader macro environment? Love to get a little more granularity on the organic actions of the company that's resulting in that market share gain.
This is Damián. I -- we have hard time listening, there was a noise.
这是Damián。 我 - 我们很难听，有声音。
Yes, sorry. I'm just curious about the competitive dynamic, you're taking share. What are the big organic actions you are taking that are allowing you to be a share taker in this environment while the macro environment continues to be a little bit of a headwind? I'm just curious about some of the more overt actions you are taking to take share.
对，抱歉。 我只是对竞争动态感到好奇，你正在分享。 您正在采取哪些重大的有机行动，让您在这种环境中成为分享者，同时宏观环境仍然有点逆风？ 我只是对你正在采取的一些更公开的行动感到好奇。
Eric, thanks for the question. As you know, this -- in our business, there is a variety of actions we take for the more granular tactical pricing strategies we are following. We've been very aggressive on prices as you can see from the erosion of the debt rate, to product enhancements, digital and the product offering to come, to the launch of some new -- completely new lines of product types, what we call extra mile with our short-term offering. We believe those -- all those factors today have taken a good impact on the market. And we see we are gaining share across all markets, mostly on people shifting, the continued shift from off-line to online. So what we see is that the sector we are gaining share from is the small mom and pop offline agencies that being very similar to what we measure in the back. I don't know if that answers your question?
埃里克，谢谢你的提问。 如您所知，在我们的业务中，我们采取了各种措施来实现我们所遵循的更精细的战术定价策略。 从债务利率的下降，产品增强，数字化和即将推出的产品，以及推出一些全新的产品类型，我们称之为产品类型，我们对价格非常积极。 我们短期提供额外的一英里。 我们相信那些 - 今天所有这些因素都对市场产生了很大的影响。 我们看到我们正在所有市场中获得份额，主要是人员转移，从离线到在线的持续转变。 所以我们看到的是，我们正在获得的部门是小型的妈妈和流行离线代理商，它们与我们在后面测量的非常相似。 我不知道这是否能回答你的问题？
Our next question comes from Edward Yruma of KeyBanc Capital Markets.
我们的下一个问题来自KeyBanc Capital Markets的Edward Yruma。
Just a couple of quick ones for me. First, nice to hear the positive commentary about the trend starting to change. I guess, are you seeing that exhibited in kind of top of the funnel behavior, is the consumer starting to do more research on potential trips and kind of how does that inform how you think about how a trajectory should be in the next couple of quarters? And then two, since maybe we're less familiar with the air situation in Brazil with the bankruptcy of Avianca, are you seeing competitors offer capacity or do you think that there's been some demand destruction?
对我来说只是几个快速的。 首先，很高兴听到有关趋势开始发生变化的积极评论。 我想，你是否看到了那种在漏斗行为中表现出色的消费者，消费者是否开始对潜在的旅行进行更多的研究，以及这将如何影响你如何看待未来几个季度的轨迹？ 然后两个，因为我们对阿维安卡破产的巴西空气状况不太熟悉，你看到竞争对手提供产能还是你认为有一些需求遭到破坏？
Thanks, Edward, this is Damián again. In terms of the consumer behavior, yes, we are seeing some better performance in book to look, if you want. People are willing to spend more. We're starting to see increasing ASPs particularly in Brazil and, to a lesser extent, in Argentina. So we are positive on the rebound of those two largest markets for this period. We are also seeing positive trends in Mexico. Our conversion rate in the upper part of the funnel has increased over the last two months. I would say the trend is positive, which makes us confident and optimistic for the next few months. As for the air situation in Brazil, what we saw happening, obviously, is a capacity constraint and a significant increase in domestic prices, which we believe will last for a while. And that has two impacts, two immediate impacts, one is a big hole now in domestic Brazil. And on the other hand, corporate traveling is somehow squeezing out touristic travel because there are no more seats available, they get squeezed on the higher prices.
Great. Maybe one other quick follow-up. I know part of the thought process here is that over time, prolonged periods of macro weakness would drive kind of consolidation or disappearance of a lot of the mom-and-pop physical travel agencies. Have you seen that process happen given some of the macro challenges in some of your key markets?
非常好。 也许另外一个快速的跟进。 我知道这里的部分思考过程是，随着时间的推移，长时间的宏观弱势将推动许多妈妈和流行的实体旅行社的整合或消失。 鉴于您的一些主要市场存在一些宏观挑战，您是否看到过这个过程？
Hey, it is Alberto here taking your question. Yes, that is a trend that we're starting to see. As you might recall from prior conversations on this topic, usually when there is a macro disruption, it takes time for people actually if they are actually potentially thinking about selling, a market disruption actually has a near-term impact of actually change in the price expectations of a potential service. Okay. So it does take time for people actually to come to terms with a new, let's say, evaluation paradigm. From that perspective, on M&A front, okay, we're already starting different M&A dialogues to start upselling, okay. Then it comes to actually like less capitalized or weaker capitalized smaller players, mom-and-pop stores actually getting out of business, okay. If there's one market that actually goes at the very top of that trend is that could be Argentina, given that the dynamics of the business are weaker vis-à-vis other geographies, okay. And so yes, that's a trend that we're starting to see and that actually reinforces our ability in the future to continue gaining market share.
Our next question comes from Brian Nowak of Morgan Stanley.
I have two. The first one, just wanted to sort of ask for a few more specifics on what changes are you making from a branding perspective and sort of the remarketing initiative? I know you guys have had a leading brand position for quite a while. So what are the one or two biggest changes that you're making? And maybe talk a little bit to what you're seeing on the competitive front in some of the big markets? And then the second one, on Slide 6, like the color scheme. At the bottom, you talk about developing a loyalty program. I guess, can you just -- to come in the future. Maybe talk to us a little bit how we should think about the financial impact of a loyalty program to come over time?
我有两个。 第一个，只是想问一些关于你从品牌推广角度做出哪些改变以及进行再营销活动的具体细节？ 我知道你们有相当长一段时间的领导品牌地位。 那么你正在做出的一两个最大变化是什么？ 或许可以谈谈你在一些大市场的竞争前线所看到的情况？ 然后是幻灯片6中的第二个，就像配色方案一样。 在底部，您谈论开发忠诚度计划。 我想，你能不能 - 将来。 或许跟我们谈谈我们应该如何思考忠诚度计划的财务影响？
Okay. Brian, hi, this is Damián. On the branding, yes, we decided to take the next steps on the Despegar brand based on extensive market research, we've been conducting over, I would say, the last two years regarding our brand. And that -- those results showed that although being the strongest travel brand in Latin America, we had significant opportunities to evolve from a transaction price oriented perception of our traditional brand into a brand that not only provides that, but also provides a more comprehensive assistance and more wider variety of products for the travel needs of different segments. So two main objectives to make the brand evolve out of a transactional, and this is related to our slides, to a more comprehensive set of products and to also a more comprehensive role within the travel experience of our consumers. That's totally in line, as you can see, with all the other initiatives regarding our value proposition and our product offering. So far, we are very good in terms of the perception that we see that our consumers got of our new branding.
On the competitive front, second part of your question. Basically, we see the same trends we've been discussing in the past, competition being strong in a tight contracting market with local players less able to spend in marketing and carrying aggressively on prices and the global competitors with the same intensity levels in terms of marketing spend. I would say that there are no big news on the competitive front. As per the loyalty program, last piece of your question. We expect to launch the program, I would say, within the next six months. We are moving ahead, we have a partner, both in Brazil and Argentina, which will be the first markets where we launch the program and the program will have a positive cash impact on the company and has very attractive, not only cash but also profitability expectations for us. We will not disclose the specifics, but what I can tell you that if we hit our targets in terms of members and payed penetration, that will be a significant boost to our cash flows in the near term. And also, we start from the intention this loyalty program as a way -- as a component of this new value proposition that will help us increase our repeat rates of our customers. And in the long run reduce our marketing spend.
好的。 Brian，嗨，这是Damián。在品牌方面，是的，我们决定在广泛的市场研究基础上采取Despegar品牌的下一步措施，我会说，过去两年我们一直在关注我们的品牌。而且 - 这些结果表明，尽管拉丁美洲是拉丁美洲最强大的旅游品牌，但我们有很大机会从以交易价格为导向的传统品牌观念演变为不仅提供这种品牌的品牌，而且还提供更全面的帮助以及针对不同细分市场的旅行需求提供更多种类的产品。因此，两个主要目标是使品牌从交易中发展出来，这与我们的幻灯片，更全面的产品组合以及在消费者的旅行体验中更全面的角色有关。正如您所看到的，这与我们的价值主张和产品提供的所有其他举措完全一致。到目前为止，我们认为我们的消费者已经获得了新的品牌，这是非常好的。
在竞争方面，问题的第二部分。基本上，我们看到过去一直在讨论的相同趋势，竞争在紧张的合约市场中表现强劲，本地企业在营销和积极进行价格上花费较少，而全球竞争对手的强度水平相同营销支出。我想说竞争方面没有重大新闻。根据忠诚度计划，问题的最后一部分。我想在未来六个月内推出该计划。我们正在向前发展，我们在巴西和阿根廷都有合作伙伴，这将是我们推出该计划的第一个市场，该计划将对公司产生积极的现金影响，并且非常具有吸引力，不仅是现金，还有盈利能力对我们的期望。我们不会透露具体细节，但我可以告诉您，如果我们按成员和支付渗透率达到目标，这将对我们近期的现金流量产生重大影响。而且，我们从这个忠诚度计划的意图入手 - 作为这一新价值主张的一个组成部分，这将有助于我们提高客户的重复率。从长远来看，减少我们的营销支出。
But from that perspective, the actual P&L or a financial statement impact of the program this year will be manageable given the time that Damián has just made reference to, okay. We are excited, but I think we definitely don't want -- we are reacting to your question, we don't want to get ahead of our results, okay. That will come in due time, and we're excited with the product. We are excited with the impact on how will that continue this strategy of actually becoming more of our relationship -- a tighter relationship with our client base from a transactional one. But again, the impact in 2019 will be manageable.
但从这个角度来看，鉴于Damián刚刚参考的时间，今年该计划的实际损益或财务报表影响将是可控的，好的。 我们很兴奋，但我认为我们绝对不想要 - 我们对你的问题作出反应，我们不想超越我们的结果，好吧。 这将在适当的时候到来，我们对该产品感到兴奋。 我们对如何继续实现这种实际上变得更加关系的策略的影响感到兴奋 - 与交易型客户群的关系更加紧密。 但同样，2019年的影响将是可控的。
[Operator Instructions] Our next question comes from Kevin Kopelman of Cowen.
Hi, this is Emily on for Kevin. I just wanted to follow-up on an earlier question about your market share. It looks like in Q2, you said it was stable year-over-year after gaining share over the last few quarters. And you noted fewer discounts in package transactions. I was wondering if there were other factors that impacted that? Or if you could give us any more color?
嗨，这是艾米丽为凯文。 我只是想跟进一个关于你的市场份额的早期问题。 看起来在第二季度，你说它在过去几个季度获得份额之后同比稳定。 你注意到包裹交易中的折扣减少了。 我想知道是否有其他因素影响了这一点？ 或者，如果你能给我们更多的颜色？
Hi, Emily. Alberto here. So to address your question. I think that of the different factors that affected what we believe is a low point on our trajectory, okay. We are particularly optimistic as we move forward. And we discussed in Avianca Brasil, okay. We discussed the rebranding exercise. The rebranding exercise, to put it in context, we actually allocated or reallocated a material portion of our branding -- of our marketing budget towards branding. And that had an immediate effect of actually decreasing -- of actually decreasing the return on investment in that marketing. That lower return on investment drives lower traffic. And as such, that actually impacted our performance, particularly in the month of April. Average in May, we actually saw that improving, and that trend continues in June and into July. So particularly, as you think about the market share gains, okay. We have been gaining systematically close to 100 basis points share over the past several quarters.
So one way to think about it is with the rebranding is a bit of a reset button, okay, for the company. We feel we still were able to gain 20 basis point market share, okay. Adjusting for the impact in Brazil. So I think that is how we would like to put in context, a lower gain in share in this quarter is taking in consideration, in particular the situation in Brazil with Avianca and most importantly the rebranding exercise with initially lower return on our marketing spend.
嗨，艾米莉。阿尔贝托在这里。所以要解决你的问题。我认为影响我们所认为的不同因素是我们轨迹的一个低点，好吧。我们向前迈进时，我们特别乐观。我们在Avianca Brasil讨论过，好的。我们讨论了品牌重塑的问题。品牌重塑工作，在实际情况下，我们实际分配或重新分配了我们品牌的重要部分 - 我们的营销预算用于品牌推广。这实际上会立即减少 - 实际上会降低该营销的投资回报率。较低的投资回报率会降低流量。因此，这实际上影响了我们的表现，特别是在4月份。在5月的平均值，我们实际上看到了这种改善，这种趋势在6月和7月继续。特别是，当你考虑市场份额增长时，好吧。在过去几个季度中，我们一直在系统地获得接近100个基点的份额。
[Operator Instructions] Our next question comes from Alejandro Lavin of Citi Group.
I have a couple of questions. The first is a quick one on buybacks. What is the average -- the weighted average price of your buyback program year-to-date? And the second question would be -- I'm just trying to get a better gauge on what is the improvement from May to July. So maybe if you could maybe discuss one -- a couple of KPIs at the end of July or maybe EBITDA margin at the end of July to see how much improvement was in the second quarter?
我有一些问题。 第一个是快速回购。 什么是平均值 - 您的回购计划的加权平均价格今年迄今为止？ 第二个问题是 - 我只是想更好地衡量5月到7月的改善情况。 那么也许您可以讨论一个 - 7月底的几个关键绩效指标或者7月底的EBITDA利润率，看看第二季度有多大改善？
Alejandra, Alberto will be taking the questions here. And with regards to the share buyback. As you recall, we did execute on close to 26 million shares -- $26 million buyback during 2018, particularly in the third quarter. The average purchase price of those shares was $16-and-change, okay, like $16.30 approximately. Then we purchased shares shy of $3 million during Q2, and we continued buying back shares up until today, okay. And in order to make the most of the depressed valuations, and in particular, taking into consideration how management believes -- thinks about the increasing value of its shares -- of the company shares. The current price is in the low $13, okay. And we will detail the specifics as we probably said in the next half year, okay. But actually we have been buying between $14 and $13 per share. And all in all, as you think about the last 12 months share repurchase program, we have executed close to $46 million.
With regards to the second part of your question. Importantly, the Q2 was from a quarter perspective as we are just mentioning to planning on prepared questions, Q2, you saw a deep investment in rebranding and started even the very last days of March and that actually decreased our return on investment, and we actually saw traffic coming down as expected given the change in marketing mix. And as you look into -- from a qualitative perspective, as you look into traffic conversion and ASPs coming up, et cetera, and the continued penetration of positives, we actually see a quite positive trend in the second part of May, June, into July. And we are not necessarily describing particular KPIs on a monthly basis, okay. But that trend makes us, leaving aside any volatility in the market that you might have seen recently with FX in the emerging markets, it makes us still feel confident of the strength of the second half and particularly the strength of the business in the medium- and long-term.
Alejandra，Alberto将在这里提出问题。关于股票回购。你记得，我们确实执行了近2600万股 - 在2018年期间回购了2600万美元，特别是在第三季度。这些股票的平均购买价格是16美元和更改，好吧，大约是16.30美元。然后我们在第二季度购买了300万美元的股票，我们继续回购股票直到今天，好吧。并且为了充分利用低估的估值，特别是考虑到管理层如何相信 - 考虑其股票价值的增加 - 公司股票。目前的价格低至13美元，好吧。我们将在下半年详细说明具体细节，好的。但实际上我们每股买入的价格在14美元到13美元之间。总而言之，当您考虑过去12个月的股票回购计划时，我们已经执行了接近4600万美元的资金。
关于你问题的第二部分。重要的是，第二季度是从四分之一的角度来看，因为我们只是提到计划准备好的问题，第二季度，您看到了对品牌重塑的深度投资，甚至在3月的最后几天开始，这实际上降低了我们的投资回报率，我们实际上鉴于市场营销组合的变化，预计交通将按预期下降。正如你所研究的那样 - 从定性的角度来看，当你看到流量转换和ASP即将到来时，以及持续的积极因素，我们实际上看到了5月，6月的第二部分，七月。我们不一定每月描述特定的KPI，好的。但这种趋势使我们撇开您最近在新兴市场中看到的市场波动性，这使我们仍然对下半年的实力，尤其是中期业务的实力感到自信。而且是长期的。
[Operator Instructions] As we have no further questions, I'd like to turn the conference back over to Damián Scokin for any closing remarks.
Thank you, operator. I would like just to thank all of you for joining the call today. As usual, if you have any further questions, please do not hesitate to reach to us and we'll be happy to follow-up. Thanks very much, and we are all looking forward to seeing you again in our next call. Bye.
谢谢运营商。 我想感谢你们今天加入这个电话会议。 像往常一样，如果您有任何其他问题，请不要犹豫与我们联系，我们将很乐意跟进。 非常感谢，我们期待在下一次电话会议中再次见到您。再见。
The conference has now concluded. Thank you for attending today's presentation. You may now disconnect.
会议现已结束。 感谢您参加今天的演讲。 您现在可以断开连接。
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