Reference Form – 2014 – SUL AMERICA S/A Version: 19 Table of contents 1. People responsible for this form’s contents 1.1 - Statement and identity of the people responsible 5 2. Independent auditors 2.1/2.2 – Auditors’ identification and fees 2.3 – Other relevant information 6 4 3. Selected financial information 3.1 – Financial information 3.2 – Non-accounting measurements 3.3 – Events subsequent to the last financial statements 3.4 – Income allocation policy 3.5 – Dividend distribution and earnings retention 3.6 – Declaration of dividends charged to the account of retained earnings or reserves 3.7 – Indebtedness level 3.8 – Obligations according to their nature and maturity 3.9 – Other significant information 10 11 12 13 14 16 17 20 21 4. Risk factors 4.1 – Description of risk factors 4.2 – Comments on expectations about changes in the exposure to risk factors 4.3 – Non-confidential and material legal actions, administrative proceedings or arbitrations 4.4 – Non-confidential legal actions, administrative proceedings or arbitrations which opposing parties are management members, former management members, controlling interest holders, former controlling interest holders, or investors 4.5 – Material, confidential lawsuits 4.6 – Joint non-confidential, material recurrent or related legal actions, administrative proceedings or arbitrations 4.7 - Other material contingencies 4.8 - Rules of the country of origin and of the country where securities are held in custody 26 38 39 5.1 – Description of the main risk factors 5.2 - Description of the policy on market risk management 5.3 - Significant changes in the main market risks 5.4 - Other significant information 49 52 55 56 42 43 44 46 48 5. Market risk 6. History of the issuer 6.1 / 6.2 / 6.4 - Incorporation of the issuer, duration and registration date with the CVM 6.3 - Brief history 6.5 - Main corporate events occurred in the issuer, subsidiaries or associates 6.6 - Information on the petition for bankruptcy based on material amount or in or out-of-court reorganization proceedings 6.7 - Other significant information 57 58 61 73 74 7. Operations of the issuer 7.1 - Description of the operations of the issuer and its subsidiaries 7.2 - Information on operating segments 7.3 - Information on the products and services related to the operating segments 7.4 - Clients that account for more than 10% of total net revenues 7.5 - Material effects of government regulations on operations 7.6 - Material foreign income 7.7 - Effects of foreign regulation on activities 7.8 - Material long-term relationships 7.9 - Other significant information 75 78 80 99 200 105 109 113 117 Reference Form – 2014 – SUL AMERICA S/A Version: 19 8. Economic group 8.1 - Description of the Economic Group 8.2 - Organization chart of the Economic Group 8.3 - Restructuring transactions 8.4 - Other significant information 110 113 114 116 9. Material assets 9.1 – Material non-current asset items – others 9.1 – Material non-current assets items / 9.1.a – Property and equipment 9.1 – Material non-current asset items / 9.1.b Patents, brands, licenses, concessions, franchises and technology transfer contracts 9.1 - Material non-current asset items / 9.1.c – Ownership interests in companies 9.2 - Other significant information 117 118 119 176 178 10. Comments from executive officers 10.1 - General financial and equity condition 10.2 - Operating and investment income 10.3 - Occurred and expected events with material effects on the financial statements 10.4 - Significant changes in accounting practices - Exceptions and emphases in the auditors’ opinion report 10.5 - Critical accounting policies 10.6 - Internal controls related to the preparation of financial statements – efficiency level and weakness and recommendations in the auditors’ report 10.7 - Use of proceeds from public offerings and possible deviations 10.8 - Material items not reported in the financial statements 10.9 - Comments on items not reported in the financial statements 10.10 - Business plan 10.11 - Other factors with material influence 180 210 212 213 216 219 220 222 223 224 226 11. Projections 11.1 – Disclosed projections and assumptions 11.2 - Follow-up and changes in disclosed projections 227 228 12. Meeting and management 12.1 - Description of the management structure 12.2 - Rules, policies and practices related to shareholders’ meetings 12.3 - Dates and newspapers in which information required by Law 6,404/76 are published 12.4 - Rules, policies and practices related to the Board of Directors 12.5 - Description of the covenant on settlement of dispute through arbitration 12.6 / 8 - Composition and professional experience of management and fiscal council 12.7 - Composition of statutory committees and audit, financial and compensation committees 12.9 - Existing conjugal relationship, common-law marriage or relatives up to once removed related to the management members of the issuer, subsidiaries and parent companies 12.10 - Relationships of subordination, service provision or control between management members and subsidiaries, parent companies, and others 12.11 - Agreements, including insurance policy, for payment or reimbursement of expenses supported by the management members 12.12 - Other significant information 229 236 238 239 240 241 247 252 253 269 270 13. Management compensation 13.1 - Description of the compensation policy or practice, including that of non-statutory board of executive officers 13.2 - Aggregate compensation of the board of directors, statutory board of executive officers and fiscal council 13.3 - Variable compensation of the board of directors, statutory board of executive officers and fiscal council 13.4 - Stock option plan of the board of directors and statutory board of executive officers 13.5 - Number of shares, units and other convertible securities, held by management and 272 281 284 288 Reference Form – 2014 – SUL AMERICA S/A fiscal council members – by body 13.6 - Share-based payment of the board of directors and statutory board of executive officers 13.7 - Information on outstanding options held by the board of directors and statutory board of executive officers 13.8 - Options exercised and shares delivered relating to the share-based payment of the board of directors and statutory board of executive officers 13.9 - Information necessary for an understanding of the data disclosed in items 13.6 to 13.8 – Pricing method of shares and options 13.10 - Information on pension plans granted to the members of the board of directors and statutory board of executive officers 13.11 - Maximum, minimum and average individual compensation of the board of directors, statutory board of executive officers and fiscal council 13.12 - Compensation or indemnification mechanisms for the management members in case of removal from office or retirement 13.13 - Percentage of the aggregate compensation held by management and fiscal council members that are related parties of the parent companies 13.14 - Compensation of the management and fiscal council members, grouped by body, received for any reason other than the position they hold 13.15 - Compensation of the management and fiscal council members recognized in the income statements of the issuer’s direct or indirect parent companies, subsidiaries and jointly-controlled companies 13.16 - Other significant information Version: 19 295 296 306 316 318 320 321 322 323 324 325 327 14. Human resources 14.1 – Description of human resources 14.2 - Material changes – Human resources 14.3 - Description of the employee compensation policy 14.4 - Description of relationships between the issuer and unions 330 334 335 337 15.1 / 15.2 – Shareholding 15.3 – Capital composition 15.4 – Chart of ownership interests 15.5 - Shareholders’ agreement filed with the headquarters of the issuer or to which the parent company is a party 15.6 - Material changes in the interests held by the members of the controlling stake and management of the issuer 15.7 - Other significant information 338 347 348 15. Control 349 358 360 16. Related party transactions 16.1 - Description of the issuer’s rules, policies and practices on the transactions with related parties 16.2 - Information on the transactions with related parties 16.3 - Identification of measures taken to deal with conflict of interest and to show that agreed conditions are based on arms’ length principles or adequate compensation pay 361 362 378 17. Capital stock 17.1 - Information on capital 17.2 - Capital increases 17.3 - Information on splits, reverse splits and bonuses 17.4 - Information on capital decreases 17.5 - Other significant information 379 380 381 382 373 18. Securities 18.1 - Share rights 18.2 - Description of any statutory rules that limit the voting rights of significant shareholders or that require them to carry out a public offering 18.3 - Description of exceptions and suspensive clauses relating to the equity or political rights set forth in the bylaws 384 388 390 Reference Form – 2014 – SUL AMERICA S/A 18.4 - Trading volumes and the highest and lowest prices of traded marketable securities 18.5 - Description of other marketable securities issued 18.6 - Brazilian markets in which marketable securities are listed for trading 18.7 - Information on the class and type of the security listed for trading in foreign markets 18.8 - Public offerings made by the issuer or third parties, including controlling shareholders and affiliates and subsidiaries, related to the issuer’s marketable securities 18.9 - Description of tender offers made by the issuer related to shares issued by third parties 18.10 - Other significant information Version: 19 391 394 400 401 402 403 404 19. Repurchase programs/treasury 19.1 – Information on the issuer’s stock repurchase programs 19.2 – Changes in treasury stock 19.3 - Information on treasury stock at the last fiscal year year-end 19.4 - Other significant information 415 417 419 420 20. Trading policy 20.1 – Information on the security trading policy 20.2 - Other significant information 421 423 21. Disclosure Policy 21.1 – Description of the internal rules, regulations or procedures for information disclosure 21.2 - Description of the policy on disclosure of Material Facts or Acts indicating the communication channel or channels used for dissemination and the procedures for maintaining secrecy about undisclosed material information 21.3 – Executive officers and board members responsible for the implementation, maintenance, evaluation and oversight of the information disclosure policy 21.4 - Other significant information 425 426 427 428 22. Extraordinary businesses 22.1 – Acquisition or disposal of any material asset not considered to be the Issuer's usual business operation 22.2 - Significant changes in the conduction of the issuer’s business 22.3 - Material agreements between the issuer and its subsidiaries not directly related to its operating activities 22.4 - Other significant information 429 430 431 432 Reference Form – 2014 – SUL AMERICA S/A Version: 19 1.1 - Statement and identity of the people responsible for this form Name of the person responsible for the contents of this reference form Position Gabriel Portella Fagundes Filho Name of the person responsible for the contents of this reference form Position Arthur Farme d’Amoed Neto CEO Investor Relations Officer The above-identified executive officers state that: a. they have reviewed this reference form b. all the information contained in this reference form meets the provisions of the Brazilian Securities and Exchange Commission (“Comissão de Valores Mobiliários” in Portuguese, or CVM) Instruction 480, or CVM Instruction 480, in particular, articles 14 to 19. c. the set of information contained hereof provides a true, accurate and complete picture of the economic and financial conditions of the issuer and of the risks inherent to its activities and issued marketable securities 5 Reference Form – 2014 – SUL AMERICA S/A Version: 19 2.1/2.2 – The auditor’s identification and fees YES Do you have auditor? CVM Code Auditor type Name / Corporate name Individual/Corporate taxpayer registry (CPF/CNPJ) Duration Description of the contracted service Total independent auditors fees broken down by service 418-9 National KPMG Auditores Independentes 57.755.217/0001-29 01/01/2011 to 12/31/2011 Independent audit related to the audit of Financial Statements of Sul América S.A. (the “Company”) and of the consolidated financial statements, regulatory services, review of the Business Income Tax Return (DIPJ) and its offering memorandum. The fees of independent auditors for the fiscal year 2011 was R$ 2,140,739.00 for the audit services, R$ 224,918.00 for regulatory services, R$ 29,459.00 for the review of the DIPJ services, and R$ 373,177.84 for offering memorandum, resulting in the total remuneration of R$ 2,768,293.84 Justification for substitution Reason given by the auditor in case of disagreement with the issuer’s justification Name of the technically responsible person Service duration CPF Address Carlos Eduardo Munhoz 10/01/2011 to 12/31/2011 012.345.888-97 José Rubens Alonso 01/01/2011 to 09/30/2011 668.106.478-72 Rua Dr. Renato Paes de Barros, nº 33, 17 andar, Itaim Bibi, São Paulo, SP, Brazil, CEP 04530904, Telephone (11) 21033000, Fax (11) 21833001, e-mail: [email protected] Rua Dr. Renato Paes de Barros, nº 33, 17 andar, Itaim Bibi, São Paulo, SP, Brazil, CEP 04530904, Telephone (11) 21033000, Fax (11) 21833001, e-mail: [email protected] 6 Reference Form – 2014 – SUL AMERICA S/A Version: 19 YES Do you have auditor? CVM Code Auditor type Name / Corporate name Individual/Corporate taxpayer registry (CPF/CNPJ) Duration Description of the contracted service Total independent auditors fees broken down by service 418-9 National KPMG Auditores Independentes 57.755.217/0001-29 01/01/2012 to 12/31/2012 Independent audit related to the audit of the financial statements of Sul América S.A. (the “Company”) and of the consolidated financial statements, sustainability report, review of the DIPJ, review of technological processes and other services. The fees of independent auditors for the fiscal year 2012 was R$ 2,852,688.00 for the audit services, R$ 121,000.00 for the sustainability report, R$ 21,535.00 for the review of the DIPJ services, R$225,870.00 for the review of technological processes, and R$13,660.00 for other services, resulting in the total remuneration of R$ 3,234,753.00 Justification for substitution Reason given by the auditor in case of disagreement with the issuer’s justification Name of the technically responsible person Service duration CPF Address Carlos Eduardo Munhoz 10/01/2012 to 12/31/2012 012.345.888-97 Rua Dr. Renato Paes de Barros, nº 33, 17 andar, Itaim Bibi, São Paulo, SP, Brazil, CEP 04530904, Telephone (11) 21033000, Fax (11) 21833001, e-mail: [email protected] 7 Reference Form – 2014 – SUL AMERICA S/A Version: 19 YES Do you have auditor? CVM Code Auditor type Name / Corporate name Individual/Corporate taxpayer registry (CPF/CNPJ) Duration Description of the contracted service Total independent auditors fees broken down by service 418-9 National KPMG Auditores Independentes 57.755.217/0001-29 01/01/2013 Independent audit related to the audit of the financial statements of Sul América S.A. (the “Company”) and of the consolidated financial statements, regulatory services, review of the DIPJ and system certification (ISAE 3402). For the year 2014, the Company informs that the auditor employed for providing independent audit related to the audit of the financial statements of Sul América S.A. (the “Company”) and consolidated, regulatory services, review of the DIPJ and for supporting and verifying the financial statements used in the offering of debentures. The remuneration of independent auditors for the fiscal year 2013 was R$2,736,812.00 for the audit of the financial statements (Company and consolidated) and regulatory services, and R$162,298.00 for the review of the DIPJ, and system certification (ISAE 3402), resulting in a total remuneration of R$2,899,110.00 Justification for substitution Reason given by the auditor in case of disagreement with the issuer’s justification Name of the technically responsible person Service duration CPF Address Carlos Eduardo Munhoz 01/01/2013 012.345.888-97 Rua Dr. Renato Paes de Barros, nº 33, 17 andar, Itaim Bibi, São Paulo, SP, Brazil, CEP 04530904, Telephone (11) 21033000, Fax (11) 21833001, e-mail: [email protected] 8 Reference Form – 2014 – SUL AMERICA S/A Version: 19 2.3 - Other relevant information The Company contracted independent auditors to carry out the following services which comprise the audit of financial statements, the review of the Corporate Income Tax Return (“Declaração de Informações Econômico-fiscais da Pessoa Jurídica” in Portuguese, or DIPJ) and the review of technological processes, regulatory services and the offering memorandum. The independent auditors meet every six months with the Board of Directors in order to (a) report the main audit findings, (b) document the independence of auditors, and also (c) document that there is no conflict of interests between the auditors and the Company and its respective subsidiaries. The Company submits the decision on contracting the independent auditors to the approval of the Company’s Board of Directors, in accordance with article 14, line f, of its Bylaws. The Company also informs that, in view of the mandatory rotation established by CVM Instruction 308/99, and its amendments, the Board of Directors, in the meeting held on October 30th, 2014, approved the decision of contracting Deloitte Touche Tohmatsu Auditores Independentes for the provision of independent audit services to the Company and its direct and indirect subsidiaries during the period of five years from the first quarter of 2015, in substitution of KPMG Auditores Independentes, which services shall end with the audit of the Consolidated Financial Statements of the Company for the year ending December 31, 2014. 9 Reference Form – 2014 – SUL AMERICA S/A Version: 19 3.1 - Financial Information – Consolidated (R$ - Reais) Shareholders’ equity Fiscal year (12/31/2013) Fiscal year (12/31/2012) Fiscal year (12/31/2011) 3,618,298,000.00 3,345,361,000.00 3,076,514,000.00 Total assets 16,961,967,000.00 14,321,812,000.00 13,418,826,000.00 Net Revenue / Financial Services Revenue / Earned Insurance Premiums Gross profit 11,769,873,000.00 10,440,295,000.00 8,944,547,000.00 2,962,633,000.00 2,673,114,000.00 2,273,957,000.00 487,153,000.00 483,248,000.00 445,682,000.00 1,003,312,692 842,224,359 830,434,740 3.606400 3.972100 3.704700 0.503800 0.573800 0.536700 Net income Number of shares, without Treasury (Units) Book Value per Share (Reais) Earnings per Share 10 Reference Form – 2014 – SUL AMERICA S/A Version: 19 3.2 – Non-accounting measurements Not applicable, as the Company does not use non-accounting measurements. 11 Reference Form – 2014 – SUL AMERICA S/A Version: 19 3.3 – Events subsequent to the latest financial statements In accordance with the Technical Pronouncement CPC 24, approved by the CVM resolution No. 593/09, the events subsequent to the latest financial statements whose issue was authorized on February 25, 2014, are as follows: Completion of the acquisition of the Units from ING by Swiss Re On November 18, 2013, the Company released a material fact statement informing about the contract entered for the purchase and sale of shares whereby ING agreed to sell to Swiss Re 37,693,075 Units, representing 37,693,075 common shares and 75,386,150 preferred shares of the Company. On January 7, 2014, the Company communicated to the market about the completion of the purchase announced on November 18, 2013 of the Units by Swiss Re, sold by ING, according to Note 1.1, item “b”. In view of the completion of the transaction and the effective transfer of the units, Swiss Re became the holder of 14.9% interest in the total capital of the Company, while ING continued to hold a total interest (direct and by means of Amsterdã Holdings Ltda.) of 10.0%. Third debenture issue On May 16, 2014, the Board of Directors of the Company approved the issue of nonconvertible simple debentures for up to two series, unsecured, comprising 50,000 debentures with unit face value of R$10,000.00, totaling an issue of R$500.0 million on issue date. The first series debentures, totaling R$370.0 million, matures on May 15, 2019, with interest payment every six months at 108.25% of the cumulative variation of daily average rates of one-day interbank deposits (DI), over extra-group, whereas the second series debentures, totaling R$130.0 million, matures on May 15, 2022, with annual interest at 7.41%, plus the variation of the Brazilian Extended Consumer Price Index (IPCA), released by the Brazilian Institute of Geography and Statistics (“Instituto Brasileiro de Geografia e Estatística” in Portuguese, or IBGE). The face value of both series shall be amortized in three annual and successive installments, the last one being paid on the respective maturity date of each series. The debenture issuance was the objective of the public offering with restricted efforts, under the terms of the Law 6,385, of December 7, 1976, as amended, CVM Instruction 476, of January 16, 2009 (ICVM 476), as amended, solely aimed at qualified investors, as defined in the ICVM 476, having as intermediary institutions Banco Itaú BBA S.A. and BB – Banco de Investimento S.A.. The debentures were registered for distribution in the primary market by means of the Asset Distribution Module (“Módulo de Distribuição de Ativos” in Portuguese, or MDA), and for trading in the secondary market by means of the CETIP21 Module – Securities (CETIP21), both administered and operationalized by CETIP S.A. – Mercados Organizados (CETIP), the Clearing House for the Custody and Financial Settlement of Securities. The transaction was settled on June 3, 2014. 12 Reference Form – 2014 – SUL AMERICA S/A Version: 19 3.4 – Income allocation policy Years 2011, 2012 and 2013 a) Rules on earnings retention and amounts of Earnings Retentions According to art. 31 of the Company’s bylaws: (i) 5% of the net income for the year shall be allocated to recognize the Legal Reserve, the maximum amount being equal to 20% of capital stock, which may be not required in the year when this reserve’s balance, plus the amount of capital reserves, is in excess of 30% of capital stock; (ii) 25% of the adjusted net income for distribution, among shareholders, as mandatory dividends; and (iii) up to 71.25% of the annual adjusted net income shall be allocated to recognize the statutory reserve to perform business expansion, and it shall not be in excess of the capital stock and may not be required upon resolution of the Shareholders’ Meeting in the event of payment of dividends additional to the mandatory minimum dividend. Besides the above provisions, the Company does not have other reserves provided for in its bylaws. In the fiscal years 2011 and 2012, the total balance of remaining profits, after the payment of mandatory and additional dividends and the recognition of legal reserve, in the respective amounts of R$211,698,774.54 and R$317,684,233.43, were allocated to the statutory reserve with the purpose of financing the expansion of the Company’s operations. The total balance of the remaining profit determined in the year 2013, after the payment of mandatory and additional dividends, and recognition of legal reserve, in the amount of R$308,063,229.67, shall be allocated to the statutory reserve with the purpose of financing the expansion of the Company’s operations. 13 Reference Form – 2014 – SUL AMERICA S/A Version: 19 3.4 – Income allocation policy b) Rules on dividend distribution c) Frequency of dividend distribution d) Possible restrictions to dividend distribution The Company’s bylaws establish that 25% of the adjusted net income be annually distributed to shareholders as mandatory dividend. According to the Dividend Distribution Policy approved by the Board of Directors in the meeting held on February 23, 2010, and amended on April 19, 2012, the income determined in the Financial Statements for fiscal years 2010 and 2011 were distributed as dividends in the amount of 50% of the annual adjusted net income. Nevertheless, the profit determined in the Financial Statements for 2012 was distributed as dividends in the amount of 30% of the annual adjusted net income, because, according to the amendment to the Policy made on April 19, 2012, the Company started to adopt as dividend distribution policy as of 2013, within the proposal of allocation of net income for each year (as of 2012), the dividend distribution of a minimum of 30% of the annual adjusted net income. The distributions in each case may be revised based on the Company’s plans and needs, considered on the occasion, such as, among others, relevant acquisitions and investments and compliance with regulatory requirements. Dividends are paid annually, the Board of Directors being able to deliberate on the distribution of dividends determined in the balance sheets for shorter periods or charged to the account retained earnings or profit reserves reported in the latest annual or six-month period balance sheet. Interim dividends can be paid as interest on shareholders’ equity and shall always be credited and considered as advance on mandatory dividends. The same Dividend Distribution Policy mentioned above, in its article 10, provides for the quarterly distribution of dividends at the rate of R$0.012 per common or preferred share not represented by unit or R$0.036 per unit. The distributions, in each case, may be revised based on the Company’s plans and needs, considered on the occasion, such as, among others, relevant acquisitions and investments and compliance with regulatory requirements. There is no restriction to the distribution of the Company’s dividends thus far imposed by legislation or special regulation applicable to the issuer, or by any contracts, court, administrative or arbitration decisions. 14 Reference Form – 2014 – SUL AMERICA S/A Version: 19 3.5 - Dividend distribution and earnings retention (Reais) Fiscal Year 12/31/2013 Adjusted net income Distributed dividend in relation to adjusted net income Return rate in relation to the issuer’s shareholders’ equity Total distributed dividend Retained earnings Approval date of retention Retained earnings Mandatory dividend Common Preferred Common Preferred Common Preferred Common Preferred Common Preferred Common Preferred Common Preferred Common Preferred Interest on shareholders’ equity Common Preferred Common Preferred Common Preferred Other Common Preferred Common Preferred Fiscal Year 12/31/2012 459,085,547,82 423,397,549,10 30,000000 30,000000 50,000000 13,460000 14,450000 14,490000 136,922,130,24 332,084,656,03 03/31/2014 137,725,664,34 341,846,280,72 04/04/2013 211,698,774,55 233,982,856,07 03/30/2012 Amount Payment of dividend 6,699,697.37 5,340,054.94 6,699,697.37 5,340,054.94 6,699,697.37 5,340,054.94 05/17/2013 05/17/2013 08/20/2013 08/20/2013 11/22/2013 11/22/2013 12,862,051.12 12,637,948.88 23,580,427.05 23,169,572.95 14,401,902.60 14,150,970.71 Fiscal Year 12/31/2011 456,407,100,78 12/26/2013 12/26/2013 04/20/2014 04/20/2014 04/17/2014 04/17/2014 Amount Payment of dividend Amount Payment of dividend 5,635,722.49 4,502,499.63 05/18/2012 05/18/2012 5,554,536.50 4,437,638.39 05/18/2011 05/18/2011 5,631,051.17 4,497,338.35 5,625,209.99 4,481,473.42 34,198,558.78 27,245,193.04 08/20/2012 08/20/2012 11/22/2012 11/22/2012 04/18/2013 04/18/2013 5,548,537.07 4,443,637.73 5,548,537.04 4,443,637.72 08/18/2011 08/18/2011 11/18/2011 11/18/2011 12,775,999.60 10,178,340.48 01/15/2013 01/15/2013 7,342,661.90 5,866,210.14 12/27/2011 12/27/2011 26,251,216.03 20,972,659.78 04/18/2012 04/18/2012 58,840,471.78 47,008,915.49 8,582,984.49 6,857,130.49 04/18/2012 04/18/2012 04/18/2012 04/18/2012 12,775,964.70 10,178,312.69 04/18/2013 04/18/2013 15 Reference Form – 2014 – SUL AMERICA S/A Version: 19 3.6 - Declaration of dividends charged to the account of retained earnings or reserves In the fiscal years ended 2011, 2012 and 2013, the Company did not declare any dividends charged to the account of retained earnings or recognized reserves. 16 Reference Form – 2014 – SUL AMERICA S/A Version: 19 3.7 - Indebtedness level Fiscal year 12/31/2013 Total debt of any nature 13,343,668,000.00 Ratio Type Debt-to-equity ratio Debt-to-equity ratio 3.68780000 Description and reason for using another ratio 17 Reference Form – 2014 – SUL AMERICA S/A 12/31/2013 Version: 19 0.00 Other ratios 0.14380000 Total debt: R$520,467,107.72 / debt-to-equity ratio: 0.1438%. SulAmérica considers that its debt-to-equity ratio shall reflect its exposure to the financial obligations and other of similar character, described as follows: (a) loans, borrowings, financing and other burdensome financial debts, including, among other, debentures, bills of exchange, promissory notes or similar instruments in Brazil or abroad; (b) acquisitions payable; (c) net balance of asset and liability transactions with derivatives in which the Company and/or any Subsidiary, even in the capacity of guarantor, is party to (considering that such balance shall be net of what is already classified in the current and long-term liabilities of the Company and/or any Subsidiary ("Financial Obligation"); (d) letters of credit, endorsements, sureties, coobligations and other guarantees pledged in benefit of companies not consolidated in the Consolidated Financial Statements of the Company; and (e) obligations arising from the redemption of shares and payment of fixed dividends, if applicable. The adoption of this methodology for calculating the debt-to-equity ratio aims at providing the investor with the correct understanding of the financial condition of SulAmérica. Other types of obligation included in current and non-current liabilities, if reflected in the calculation of the financial debt-to-equity ratio, would misstate the actual exposure of SulAmérica, and, accordingly, would negatively affect the investor’s ability to correctly assess the risks involved in an investment decision. One of the obligations not considered in the 18 Reference Form – 2014 – SUL AMERICA S/A Version: 19 employed methodology is the recognition of technical reserves to meet legal and regulatory rules applicable to insurance and savings bonds companies and Health Maintenance Organizations. This is because such reserves have as contra-entry the allocation of pledged assets (mostly federal government bonds), mandatorily held in technical reserve accounts opened with the custody chambers. A similar rationale is applied to other non-financial obligations considered in our calculation methodology. 19 Reference Form – 2014 – SUL AMERICA S/A Version: 19 3.8 - Obligations by nature and maturity Fiscal year (12/31/2013) Type of debt Less than 1 year 1 to 3 years 3 to 5 years Over 5 years Secured 5,807,948,000.00 1,142,398,000.00 570,859,000.00 1,909,085,000.00 Unsecured 1,261,842,000.00 432,677,000.00 176,074,000.00 2,042,785,000.00 Total 7,069,790,000.00 1,575,075,000.00 746,933,000.00 3,951,870,000.00 Note As of December 31, 2013, Sul América did not present any financial debts or other of similar nature, of the floating type. Total 9,430,290,000.00 3,913,378,000.00 13,343,668,000.00 20 Reference Form – 2014 – SUL AMERICA S/A Version: 19 3.9 - Other significant information On April 19, 2012, the Board of Directors approved the amendment to the Dividend Policy of the Company, establishing that the minimum amount of dividends to be proposed by the Company's management to the Shareholders' Meeting shall be equivalent to 30% of the annual adjusted net income, maintaining the guidance according to which such distributions, in each case, are subject to the respective proposals for allocation of net income by the Company's Management and to the due approval in the Annual Shareholders' Meeting, and they may be revised based on plans and needs, considered on the occasion, such as, among others, relevant acquisitions and investments, and the compliance with regulatory requirements. In any case, in such percentages the occasional distributions of interim dividends or interest on shareholders’ equity performed over the respective year shall be computed. This policy can be found on the Company’s investor relations website at www.sulamerica.com.br/ir. On April 30, 2012, under the resolution of the Board of Directors, the distribution of interim dividends was approved, in accordance with the terms of the Dividend Policy of the Company and the article 204, paragraph 1 of Law 6,404/76, and the competence provided for in article 32 of the Bylaws, charged to the profit determined in the balance sheet as of March 31, 2012, at the rate of R$0.012 per common or preferred share of the Company not represented by unit, and R$0.036 per each unit, totaling approximately R$10 million, to be paid from May 18, 2012, based on the shareholding positions held on April 30, 2012. On July 30, 2012, under the resolution of the Board Directors, the distribution of interim dividend was approved, in accordance with the terms of the Dividend Policy of the Company and the article 204, paragraph 1 of Law 6,404/76, and the competence provided for in article 32 of the Bylaws, charged to the profit determined in the balance sheet as of June 30, 2012, at the rate of R$0.012 per common or preferred share of the Company not represented by unit, and R$0.036 per each unit totaling approximately R$10 million, to be paid from the August 20, 2012, based on the shareholding positions held on July 30, 2012. On October 30, 2012, under the resolution of the Board Directors, the distribution of interim dividend was approved, in accordance with the terms of the Dividend Policy of the Company and the article 204, paragraph 1 of Law 6,404/76, and the competence provided for in article 32 of the Bylaws, charged to the profit determined in the balance sheet as of September 30, 2012, at the rate of R$0.012 per common or preferred share of the Company not represented by unit, and R$0.036 per each unit totaling approximately R$10 million, to be paid from November 22, 2012, based on the shareholding positions held on October 30, 2012. On April 30, 2013, under the resolution of the Board Directors, the distribution of interim dividend was approved, in accordance with the terms of the Dividend Policy of the Company and the article 204, paragraph 1 of Law 6,404/76, and according to the competence provided for in article 32 of the Bylaws, charged to the profit determined in the balance sheet as of March 31, 2013, at the rate of R$0.012 per common or preferred share of the Company not represented by unit, and R$0.036 per each unit totaling approximately R$12 million, to be paid from May 5, 2013, based on the shareholding positions held on April 30, 2013. On July 30, 2013, under the resolution of the Board Directors, the distribution of interim dividend was approved, in accordance with the terms of the Dividend Policy of the Company and the article 204, paragraph 1 of Law 6,404/76, and according to the competence provided for in article 32 of the Bylaws, charged to the profit determined in the balance sheet as of June 30, 2013, at the rate of R$0.012 per common or preferred share of the Company not represented by unit, and R$0.036 per each unit totaling approximately R$ 12 million, to be paid from August 15, 2013, based on the shareholding positions held on July 30, 2013, the shares being traded ex-dividends as of July 31, 2013. 21 Reference Form – 2014 – SUL AMERICA S/A Version: 19 3.9 - Other significant information On October 30, 2013, under the resolution of the Board Directors, the distribution of interim dividend was approved, in accordance with the terms of the Dividend Policy of the Company and the article 204, paragraph 1 of Law 6,404/76, and according to the competence provided for in article 32 of the Bylaws, charged to the profit determined in the balance sheet as of September 30, 2013, at the rate of R$0.012 per common or preferred share of the Company not represented by unit, and R$0.036 per each unit totaling approximately R$12 million, to be paid from November 18, 2013, based on the shareholding positions held on October 30, 2013, the shares being traded exdividends as of October 30, 2013. On May 15, 2014, under the resolution of the Board Directors, the distribution of interim dividend was approved, in accordance with the terms of the Dividend Policy of the Company and the article 204, paragraph 1 of Law 6,404/76, and according to the competence provided for in article 32 of the Bylaws, charged to the profit determined in the balance sheet as of March 31, 2014, at the rate of R$0.012 per common or preferred share of the Company not represented by unit, and R$0.036 per each unit totaling approximately R$12 million, to be paid from May 30, 2014, based on the shareholding positions held on May 15, 2014, the shares being traded ex-dividends as of May 16, 2014. On July 31, 2014, under the resolution of the Board Directors, the distribution of interim dividend was approved, in accordance with the terms of the Dividend Policy of the Company and the article 204, paragraph 1 of Law 6,404/76, and according to the competence provided for in article 32 of the Bylaws, charged to the profit determined in the balance sheet as of June 30, 2013, at the rate of R$0.012 per common or preferred share of the Company not represented by unit, and R$0.036 per each unit totaling approximately R$12 million, to be paid from August 15, 2014, based on the shareholding positions held on July 31, 2014, the shares being traded ex-dividends as of August 1, 2014. On October 28, 2014, under the resolution of the Board Directors, the distribution of interim dividend was approved, in accordance with the terms of the Dividend Policy of the Company and the article 204, paragraph 1 of Law 6,404/76, and according to the competence provided for in article 32 of the Bylaws, charged to the profit determined in the balance sheet as of September 30, 2014, at the rate of R$0.012 per common or preferred share of the Company not represented by unit, and R$0.036 per each unit totaling approximately R$12 million, to be paid from November 17, 2014, based on the shareholding positions held on October 28, 2014, the shares being traded exdividends as of October 29, 2014. The amount paid as interim dividends in 2012 were added to the total amount of dividends which distribution was approved at the Annual Shareholders’ Meeting held on April 4, 2013, and the amounts paid as interim dividends in 2013 shall be added to the total amount of dividends which distribution that shall be approved in the Annual Shareholders’ Meeting that shall be held in 2014. On December 17, 2012, under the resolution of the Board of Directors, the payment of Interest on Shareholders’ Equity was approved, in accordance with the terms of the Dividend Policy of the Company, the applicable legislation, and also according to the paragraph two of article 32 of the Bylaws, charged to Retained Earnings in the gross amount of R$26,630,000.00 (twenty six million six hundred and thirty thousand reais), corresponding to R$0.031618653290 per common or preferred share of the Company not represented by unit, and R$0.094855959870 per each unit, which after deducted from the amount related to the withholding income tax (“Imposto de Renda Retido na Fonte” in Portuguese, or IRRF), as provided for in the effective legislation, imports the net amount equivalent to R$0.02687585530 per common or preferred share of the Company not represented by unit, and R$0.080627565891. The benefitted ones were the shareholders registered with the Company on December 17, 2012, the shares then started being traded without entitlement to Interest on Shareholders’ Equity as of December 18, 2012. The payment was made in one installment on January 15, 2013. The rate of withholding income tax (IRRF) was applied to the payment of Interest on Shareholders’ Equity, except for the shareholders who were proven to be exempt or immune, as provided for in the applicable legislation, and the net amounts paid were added to the total amount of dividends which distribution was approved in the Annual Shareholders’ Meeting that was held on April 4, 2013. 22 Reference Form – 2014 – SUL AMERICA S/A Version: 19 On December 13, 2013, under the resolution of the Board of Directors, the payment of Interest on Shareholders’ Equity was approved, in accordance with the terms of the Dividends Policy of the Company, the applicable legislation, and according to the paragraph two of article 32 of the Bylaws, charged to Retained Earnings in the gross amount of R$85,000,000.00 (eighty five million reais), corresponding to R$0.084719350884 per common or preferred share of the Company not represented by unit, and R$0.254158052652 per each unit. The benefitted ones were the shareholders registered with the Company on December 13, 2013, the shares then started being traded without entitlement to Interest on Shareholders’ Equity as of December 14, 2013. The payment shall 23 Reference Form – 2014 – SUL AMERICA S/A Version: 19 3.9 - Other significant information be made in two installments, as follows: First Installment: gross amount of R$30,000,000.00 (thirty million reais), corresponding to R$0.029900947371 per common or preferred share of the Company not represented by unit, and R$0.089702842113 per each unit that, after deducting the amount related to the withholding income tax (IRRF), as provided for in the effective legislation, import the net amount of R$0.025415805265 per common or preferred share of the Company not represented by unit, and R$0.076247415796 per each unit, paid on December 26, 2013. Second Installment: gross amount of R$55,000,000.00 (fifty five million reais), corresponding to R$0.054818403513 per common or preferred share of the Company not represented by unit, and R$0.164455210540 per each unit that, after deducting the amount related to the withholding income tax (IRRF), as provided for in the effective legislation, import the net amount of R$0.046595642986 per common or preferred share of the Company not represented by unit, and R$0.139786928959 per each unit, paid as of April 20, 2014 24 Reference Form – 2014 – SUL AMERICA S/A Version: 19 3.9 - Other significant information The withholding income tax rate (IRRF) was applied to the payment of Interest on Shareholders’ Equity, except for the shareholders proven to be exempt or immune, as provided for in the applicable legislation, and the net amounts paid shall be added to the total amount of dividends which distribution is approved in the Annual Shareholders’ Meeting that will be held in 2014. The Company clarifies that the amounts indicated as Interest on Shareholders’ Equity in Item 3.5 of this Reference Form refer to net payments. The Company uses the combined ratio, which measures the profitability of insurance companies only in insurance operations, accordingly, it does not consider the profitability of investments of technical reserves in the financial market, or in private pension operations or savings bonds. The Combined Ratio expresses the percentage of Premiums consumed by the operating expenses of the insurance business (retained claims, acquisition costs, other operating income and expenses, administrative expenses and tax expenses) and basically represents the sum of five other ratios, as follows: Loss ratio (claim occurred and expenses with benefits x 100 / earned premium); Acquisition cost ratio (acquisition cost x 100 / earned premium); Other operating income and expenses ratio (other operating income and expenses x 100 / retained premium); Administrative expenses ratio (administrative expense x 100 / retained premium); and Tax expenses ratio (tax expenses x 100 / retained premium). When the combined ratio is lower than 100 (in percentage), an operating profit is obtained. The combined ratio as of December 31 is as follows: Loss Ratio Acquisition costs Administrative expenses Tax expenses Other operating income and expenses 2011 74.6% 11.8% 9.2% 1.7% 2.8% 2012 74.4% 10.4% 9.5% 2.1% 3.0% 201 3 74.8 % 11.0 % 9.2 % 1.2 % 2.6 % 100.1% 99.4% 98.8 % 25 Reference Form – 2014 – SUL AMERICA S/A Version: 19 4.1 – Description of risk factors The investment in the securities issued by Sul América S.A. involves exposure to considerable risks. Before taking any decision to invest in any security issued by Sul América S.A., prospective investors should carefully analyze all the information contained in this Reference Form, the risks mentioned below and in our financial statements and the respective notes. The business, financial condition, operating income, cash flow, liquidity and/or future businesses of Sul América S.A. could be adversely affected by any of the risk factors described below. The market price of the securities issued by the Company could drop as a result of these and/or any other risk factors, in which case the investors could loose part or the totality of their investment in the securities issued by Sul América S.A. In addition, additional risks not currently known or considered irrelevant could also adversely affect Sul América S.A. The risks described below or even the additional risks not known could individually or cumulatively be materialized. The order in which the risks are presented below does not have any relation to the probability of incurring none of the risks described in this Reference Form. For the purposes of this section “4. Risk Factors” and section “5. Market Risks”, except where expressly stated otherwise or in case the context so requires, mentioning that a risk, uncertainty or issue could or shall have an “adverse effect” or “negative effect” on the Company or similar expressions, means that such risk, uncertainty or issue could have a material adverse effect on the businesses, financial condition, operating income, cash flow, liquidity and/or future businesses of the Company, as well as on the price of the securities issued by the Company. Similar expressions included in this section “4. Risk Factors” and section “5. Market Risks” shall be understood in this context. The term “Company” shall be understood as Sul América S.A. individually or collectively with its direct or indirect subsidiaries, according to the context. a) Risk factors related to the issuer. The unpredictability of the health care costs and the difficulties in keeping them under control, along with the restrictions to the adjustment of individual health insurance premiums, may have a significant adverse effect on the Company’s business. The operating income from the health insurance segment depends significantly on the following factors: (i) accurate estimates in policy underwriting; (ii) control of the health insurance service costs; and (iii) adjustments of premiums authorized by the National Agency of Supplemental Health (“Agência Nacional de Saúde Suplementar” in Portuguese, or ANS). Since the health care service costs are usually assumed by insurance companies, it is fundamental that such companies constantly monitor and control the costs and the frequency with which the medical procedures are used. Factors such as (i) demographics (such as age of the population), (ii) advances in medical technologies (such as a greater range of laboratory tests for diagnoses and advanced technology in surgical techniques, medical equipment and pharmaceutical products), (iii) progress in medical practices, (iv) increases in inflation rates, and (v) an increase in loss ratio could contribute to the increase in health costs. In addition, as the Company offers health insurance by means of an independent network of preferential services providers or by means of reimbursement of medical expenses, some of its competitors who provide such services by means of their own network of service providers could incur lower operating costs as compared to those of the Company. 26 Reference Form – 2014 – SUL AMERICA S/A Version: 19 4.1 – Description of risk factors Health insurance regulation imposes conditions in relation to the provision of insurance services that could increase costs, including (i) the obligation to provide minimum coverage for a certain group of illnesses and a minimum level of health care, (ii) the prohibition against rejection of new policyholders (except under very special circumstances), and (iii) the obligation to cover preexisting health conditions. Finally, adjustments on individual health insurance premiums require prior authorization from the ANS. The adjustments are normally made based on indexes that reflect the increase in the costs related to medical services and materials and the rate at which they are used. However, there could be distortions between the different rates adopted to adjust the costs and those adopted to adjust insurance premiums, resulting in adjustment of premiums below the effectively recorded inflation and, therefore, insufficient to cover the actual health care costs. The risk of such distortions could increase in case the ANS decides to adopt actuarially improper discretionary policies. Most of the Company’s reinsurance coverage provided by the Instituto de Resseguros do Brasil (IRB-Brasil Re), resulting in a credit risk exposure concentrated with a single reinsurer. This concentration increases the reinsurance credit risk. As most of Company’s reinsurance coverage was provided by IRB-Brasil Re, there is credit risk exposure concentrated with this reinsurer, thus increasing the reinsurance credit risk as compared, for example, with insurance companies abroad, which have historically diversified their reinsurance credit risk with several reinsurers. In case the policies underwritten and reinsured by IRB-Brasil Re have claims and in case this reinsurer is insolvent and does not fulfill the contracts, the Company shall be responsible for the total payment of claims. This situation may impact the income, taking into account that the technical reserves recognized for paying claims consider the recoveries of contracted reinsurance. The Company is responsible for the payment of claims to policyholders, in case the reinsurance companies do not fulfill their obligations according to the reinsurance contracts. Buying reinsurance does not exempt the Company from its ultimate responsibility towards policyholders, in the case the the reinsurer does not fulfill its obligations according to the reinsurance contracts. Therefore, insolvency or reluctance by reinsurers to make payment under the terms of reinsurance contracts could have a significant adverse effect on the Company’s businesses. Halts in the operation of the Company’s central offices or in the offices’ computer systems could have an adverse effect on our operations and financial condition. The management of the operations is carried out at the Company’s headquarters, located in the city of Rio de Janeiro, state of Rio de Janeiro, and at the Company’s office, located in the city of São Paulo, state of São Paulo. The information technology platform is an integral part of the business; therefore, any interruption in the operation of the central offices could adversely and significantly affect the Company’s ability to manage its activities, access brokers, clients and beneficiaries. Given the volume of information processed by the computer systems, a temporary or long-lasting interruption, despite the support by document copies and the formulation of disaster recovery plans, could adversely and significantly affect the day-to-day operation, and, consequently, the gross operating revenue and operating income of the Company. 27 Reference Form – 2014 – SUL AMERICA S/A Version: 19 4.1 – Description of risk factors Competition could have a material adverse effect on the Company’s businesses. The Company operates in an increasingly competitive market in Brazil. It could be said that the competition in the sectors in which the Company operates is based on the following factors: (i) access and control of the independent insurance brokers network and the capacity to establish commercial partnerships; (ii) size and quality of the service providers network, which are an integral part of insurance products; (iii) products and prices offered to consumers; (iv) commission compensation structure of independent insurance brokers; and (v) financial strength and brand awareness. Segment competition has increased in recent years as a result, among other factors, of (i) the adoption of more aggressive business practices and underwriting policies; (ii) the differentiated reinsurance conditions affecting the operations in the industrial and commercial risk segment; (iii) the greater market consolidation, partially due to the fact that smaller insurance companies were merged or acquired by competitors affiliated to Brazilian or multinational financial conglomerates operating in the insurance or private pension businesses; and (iv) the greater capitalization and financial funds of certain competitors in the Brazilian insurance sector. The main competitors of the Company are insurance subsidiaries of large Brazilian commercial banks, other national independent insurance companies and Brazilian subsidiaries of foreign insurance company groups. In addition, the insurance companies affiliated to banks have a broad client base and own wide network of bank branches to create distribution opportunities. Some of the competitors, in particular the subsidiaries of foreign banks and insurance companies, have more financial funds and distribution capacity than the Company. In the private heath care segment, the Company also competes with the Administrative Services Only (ASO) plans, medical cooperatives, dental cooperatives and group dental cooperatives, and other similar private health entities. As the competition for clients becomes more intense and the demand for proper provision of services to the clients rises, the Company may incur higher expenses to take on and retain clients. The Company shall be negatively affected in case (i) the competition is unfavorable to it, situation in which the prices and the quality of its services shall be considered lower than those of its competitors; (ii) market entrants offer better opportunities, affecting the Company’s stability; and/or (iii) other competitors have more funds than the Company. The Company could loose or not close new partnerships for distribution, which could hinder its income and growth. The Company’s business success depends on its ability to establish and maintain relationships and agreements with partners and suppliers in its associates/subsidiaries. If the Company and its associates/subsidiaries are not able to develop new relationships or maintain the already existing ones under favorable terms, they could not be able to offer certain products and services or not be able to offer competitive prices and conditions to their clients, which could adversely affect their businesses and operating income. Likewise, in case the Company’s suppliers are not able to maintain the level of their products and services or are not able to fulfill their contractual obligations, the Company’s results may be negatively affected, once it may not be possible to meet the demands with the same accuracy, quality or prices that are currently offered. The concentration of revenue on the health and automobile insurance segments could make the Company more susceptible to the unfavorable conditions of these segments. As of December 31, 2013, the insurance premiums in the health and automobile segments represented in aggregate 92% of the total insurance premium revenue of the Company. In view of this concentration, the unfavorable market conditions that may affect insurance in the health and automobile segments could have an adverse effect on the Company’s businesses in a way different to its competitors whose portfolios are less concentrated on these segments. 28 Reference Form – 2014 – SUL AMERICA S/A Version: 19 4.1 – Description of risk factors The insurance product lines are concentrated on the states of São Paulo and Rio de Janeiro, and a significant reduction in the shares in these markets, the slowdown of the economy or the occurrence of natural disasters or man-made disasters in these regions could have a material adverse effect on the Company’s businesses. The Company has a concentration of insurance premium revenue in the states of São Paulo and Rio de Janeiro. In case the Company is not able to maintain or increase its market share in these states, its insurance premiums and operating income could suffer a material adverse effect. In addition, an economic slowdown in these states could have an effect on the Company’s businesses, to the extent that the demand for insurance coverage usually decreases with the reduction in purchasing power. Further, the occurrence of natural disasters or man-made disasters, or an increase in the crime rates in these states, could have a material adverse effect on business due to the concentration of sales on these states as compared to the other insurance companies whose revenue is diluted in a broader geographical area. Additionally, in recent years, these states were hit by several floods, and, accordingly, the automobile and other property and casualty claims had a general increase over the period. Given this fact, the Company could have more difficulty in predicting the claims that it has to support or the most appropriate level of technical reserves that it should recognize for these disasters than if its operations were mainly conducted in regions with more predictable patterns. The Company could be adversely affected by unfavorable decisions in legal proceedings pending judgement. The Company is party to actions, claims and administrative proceedings of labor, tax and civil nature and public civil actions, including those related to consumer rights issues. The decisions on these actions, claims and proceedings are uncertain and the Company could suffer a material adverse effect in the case that the respective decisions are unfavorable, and, for example, could (a) imply damage to its reputation, (b) require the Company to pay high indemnification, (c) cause unavailability or seizure of the Company’s assets, and/or (d) if its obligations related to such lawsuit, claim or administrative proceedings are in excess of the accrued amounts. There is no guarantee that the Company could obtain favorable decisions in such lawsuits, claims or administrative proceedings. In case the total amount of recognized accrued liabilities is not sufficient to cover the contingencies due, the Company could incur costs higher than those estimated in relation to such contingent liabilities. Conditions related to coverage could suffer unexpected changes that cause a significant adverse effect to the Company. Changes in the usual practices of segments in which the Company operates, in case law and in other legal, social and environmental conditions could raise unexpected and unpredictable issues related to the covered claims and risks. These issues could have a significant adverse effect on business, in the sense of increasing the scope of covered risks, the quantity or extent of claims, beyond those provided for in the underwriting assumptions. In some cases, the total extent of the Company’s responsibility relative to its insurance policies could not be known for many years after being issued. Such effects related to claims and claim coverage are difficult to be estimated and could adversely impact the business and results. In case the insurance policy renewals do not meet expectations, insurance premiums could be adversely affected in the future. Most of the insurance policies, including the automobile, group health and group life policies, are valid for one year. The Company makes estimates of the renewals of its insurance policies. In case the renewals effectively observed do not fulfill expectations, or in case the renewals are carried out under terms that are less favorable than those contained in the original policies, the insurance premiums could be adversly affected in the future. 29 Reference Form – 2014 – SUL AMERICA S/A Version: 19 4.1 – Description of risk factors Competition for the services of insurance brokers who sell the Company’s products could bring negative impacts on its financial results. Most of the Company’s insurance and private pension products sales are carried out by the network of independent and non-exclusive insurance brokers. Accordingly, it is necessary to compete for the services of these insurance brokers and their loyalty. In case the Company is not able to retain broker loyalty, insurance product sales could drop, thus impacting renewals and new Company sales, which could be negatively reflected in the Company’s financial condition. Negative publicity about the insurance sector as a whole or particularly in relation to the Company’s underlying companies could adversely affect operating income and/or business of the Company. Negative publicity about the insurance sector or the Company in particular could have a repercussion. As a consequence, it could tarnish image of the Company and of its products and services, and ultimately affect its operating income. The rise in crime rates and catastrophes, advances in medical techniques and pharmaceutical products and other factors, beyond the Company’s control, could result in unexpected losses. A rise in the Brazilian crime rates could have a direct impact on claims, which could significantly affect some of the Company’s business lines. Crimes that could affect business include theft of vehicles, assets and murder, among others. Therefore, the business lines of automobile, other property and casualty, and life insurance could report income lower than what was initially projected. The rise in violence levels in Brazil is a risk factor that the Company cannot control or predict. Other unpredictable events, including natural catastrophes, as well as man-made disasters, could result in unexpected losses. Among the climate catastrophes that occur in Brazil, floods in the Southern and Southeastern regions have accounted for a significant share of the losses faced by the Brazilian insurance companies, as such regions concentrate most of the insurance policies written in Brazil. In accordance with to the Brazilian insurance sector practices, the Company sets up reserves for the claims resulting from catastrophes only after analyzing the exposure to damage resulting from the event. It is not possible to guarantee that the technical reserves set up will be appropriate to cover the claims effectively calculated. In addition, the Company buys reinsurance coverage for claims resulting from catastrophes, not being possible to guarantee that such reinsurance coverage will be appropriate to protect against significant losses or will be available in the future at commercially reasonable rates. Therefore, one catastrophe or several catastrophic events could result in the obligation to pay for claims significant higher than expected. Sudden advances in the technology associated with medicine and pharmaceutical products could also cause a material adverse effect in relation to private pension products of the Company, to the extent that they could result in the payment of benefits to survivorship beneficiaries for periods longer than originally estimated. Additionally, medical and pharmaceutical products could increase health costs, in cases where the tolerance of patients to disease symptoms are prolonged without a complete cure and this issue has not been predicted in the pricing of insurance policies. 30 Reference Form – 2014 – SUL AMERICA S/A Version: 19 4.1 – Description of risk factors In case current claims, benefits and redemptions exceed the reserves of the Company, its income could be adversely affected. The Company’s operations and financial condition depend on its capacity to accurately evaluate the possible claims, benefits, draws and redemptions due under the terms of the written insurance policies, savings bonds and private pension plans. The Company recognizes reserves to cover its obligations with the payment of claims, benefits, draws and redemptions arising from insurance policies, savings bonds plans and the private pension plans, as well as other technical reserves related to, among other factors, unearned premiums of insurance policies, unexpired risks regarding private pension plans and future redemptions in its life insurance policies and private pension plans. The current technical reserves are based on estimates that involve actuarial and statistic projections of the final cost that the Company will incur with the payment of claims, according to information known in the moment, involving future trends in terms of claim severity and rate, legal theses about obligations, among other factors. Consequently, setting a proper level of reserve for claims is an inherently uncertain process. The actual claims and claim expenses could differ, in some cases significantly, from the estimates of provisions reflected in the financial statements. The actual claims could be higher than those amounts reserved due to several factors, including the raise in the number of claims and costs to settle existing claims, higher than the initially estimated costs. In case the actual losses are significantly in excess of the estimates, the Company could be exposed to a significant rise in its technical reserves, which could have a significant adverse effect on the Company’s income. The claims could vary from a period to another, and the differences between the claims effectively incurred, as well as the underwriting assumptions and recognition of reserves may produce a material adverse effect on Company’s businesses. The Company’s income depends significantly on the consistency between the effectively incurred claims and the assumptions adopted for determining product prices and the obligations related to future benefits and claims. The liabilities arising out of the obligations related to future benefits and claims are determined based on the expected payment of such benefits, calculated by means of assumptions such as investment return, mortality, rate of illnesses, expenses, client retention and claims, as well as certain macroeconomic factors, such as inflation and interest rates. These estimates are based on past experiences, actuarial and statistic projections, as well as analyses carried out by the Company’s management. Such estimates could differ from the actual experience and, consequently, it is not possible to accurately determine the amounts to be effectively paid to settle such obligations or when such payments must be made, as in the case of certain life insurance and private pension products. The exposure to such obligations is periodically evaluated, according to the changes in the adopted assumptions, as well as in the actual benefits and claims. At the extent the actual claims are less favorable than the estimates, it is possible the reserves for claims have to be increased, which could have a significant adverse effect on the Company’s business. Failure to maintain and modernize the Company’s information systems could result in an adverse effect on the results. The Company’s business depends significantly on the effectiveness of the different information systems applicable to each of its businesses. The Company is required to allocate resources to maintain and improve its current systems, as well as to develop new systems aiming at keeping up with the technological, industrial and regulatory advances, with a view to having the clients’ preferences. In case the Company is unable to maintain an appropriate information system, the database for the formulation of the policies on pricing, underwriting, reserve calculation and risk assessment shall be compromised and could lead to erroneous decisions. In addition, the maintenance of current clients and the attraction of new clients mainly depend on systems capable of retaining and producing accurate information. Therefore, the occasional lack of capacity by the Company to maintain and modernize its information systems could result in an adverse effect on its income and business. 31 Reference Form – 2014 – SUL AMERICA S/A Version: 19 4.1 – Description of risk factors Intended acquisitions or strategic investments may not succeed and adversely impact the Company’s income. As part of its strategy, the Company could try to promote growth by means of acquisitions and/or strategic investments in new portfolios. The negotiation of potential acquisitions or strategic investments, as well as the integration of an acquired business or new personnel, could result in the diversification of management resources. In general, acquisitions could involve countless additional risks, such as potential losses from unpredictable activity and the inability to generate revenues sufficient to offset the acquisition costs. Difficulties in process of integration of new networks, and information, personnel, financial and accounting systems, risks, and other management systems, financial planning and reporting, products and client bases into its existing businesses, which could cause the Company to face difficulties or incur unexpected costs and operating expenses, besides generating additional demands on management. The failure of stop loss methods employed as part of the policy underwriting policies could have a significant adverse effect on the businesses. As part of the policy underwriting process, the Company adopts several stop loss practices based on specific analyses of risk variables, whereby each one is assigned an importance level. It is not possible to guarantee that such stop loss methods that are intrinsic to the policy underwriting process could effectively reduce the Company’s losses or that the Company is analyzing or attributing adequate importance to all relevant variables for determining the risks associated with a certain coverage. In case the Company is not effectively able to appropriately measure the insured risks and adopt appropriate diversification and stop loss practices, it could incur losses at amounts above those initially estimated, which could have a material adverse effect on the Company’s businesses. The systems, policies and procedures of risk management could expose the Company to unexpected or unpredictable risks, and could adversely impact its results. The policies and procedures to identify, monitor and manage risks could not be totally effective. Some of the risk management methods adopted are based on the history of the market performance or statistics derived from historical models. These methods could not predict future exposures, which could be significantly higher than those indicated. Other risk management methods depend on the evaluation of information related to markets, clients or other issues available to the public that could not be totally accurate, complete, updated or properly evaluated, not being possible for the Company, in this case, to adopt other practices and or more effective procedures than those already adopted. In case the policies and procedures to identify, monitor and manage risks is found or becomes inadequate, the Company may be subject to risks and losses that may significantly and adversely impact its businesses and income. Changes in top management or the occasional difficulty in attracting and retaining qualified and skilled personnel may have a significant adverse effect on the Company. The Company’s ability to maintain its competitive position depends largely on the services provided by its management members besides those provided by skilled employees in certain positions. None of the management or personnel members is under any long-term employment contract or noncompete contract. It is not possible to guarantee that the Company will be able to maintain the current members of its management and/or employ new skilled professionals to be part of its management, personnel and give continuity to its growth. Both the loss of management members and the impossibility of attracting skilled professionals could cause a material adverse effect on the activities, financial condition and operating income of the Company. 32 Reference Form – 2014 – SUL AMERICA S/A Version: 19 4.1 – Description of risk factors The stock option plan as a way to compensate the management members could generate an excessive interest in the Company’s share price. The interests of the Company’s management members could become excessively linked to the price of shares issued by Sul América, since their compensation is also based on stock option plans. The fact that a relevant portion of the incentives to management members and executives is closely related to the achievement of results and the stock performance of the Company could cause management to manage its businesses and the executives to conduct its activities with greater focus on generation of results over the time period required to attain profit in view of the exercise of stock options of the Company granted to them, which could not coincide with the interests of the other shareholders who have a longer-term investment horizon than the return on incentives related to the exercise of options within the stock option plan. Further, the exercising of stock options could cause dilution in the interests of current shareholders, as a consequence of a possible increase in the Company’s capital as a result of the options. b) Risk factors related to the direct or indirect controlling shareholder or controlling group. The Company is controlled by shareholders whose interests could lead to conflict with those of other shareholders. Certain decisions made by controlling shareholders, regarding the Company’s operations or financial structure could conflict with the interests of other shareholders. In this sense, the controlling shareholders may be interested in operations that, in their opinion, may raise the value of their equity investments or interests, even if such operations could represent risks or hinder the interests of the other shareholders. The Company’s income depends on the income of its subsidiaries and associates. The Company’s ability to provide income and pay dividends to its shareholders depends on the distribution of cash flow and the need of retaining capital, following the regulation on the required minimum capital that shall be observed by its subsidiaries and associates, besides their income, which could cause adverse effect on the Company’s income. c) Risk factors related to its shareholders. The relative volatility and the lack of liquidity in the Brazilian market and securities could substantially limit the capacity of investors, the unit holders of the Company, to sell them at the desired price and occasion. The investments in securities traded in emerging markets like Brazil generally involves higher risk in comparison to other markets. The Brazilian securities market is substantially smaller and less liquid, it could thus be more volatile than the main securities markets. The market price of the shares issued by the Company could also be affected by several reasons other than the Company’s performance, such as, for example, economic crisis, changes in interest rates, control over exchange rate, and restriction to remittances abroad, exchange fluctuation, inflation, liquidity in the domestic financial and capital markets, and loan market, tax policy and tax regime, besides other political, social and economic developments. 33 Reference Form – 2014 – SUL AMERICA S/A Version: 19 4.1 – Description of risk factors It may be necessary to increase the Company’s capital stock in the future, which could dilute interests in case the shareholder does not exercise its preemptive right The growth strategy, business nature and assumed risks could require the contribution of additional funds by shareholders. Therefore, the Company could be required to perform subsequent offering of shares or convertible securities. In view of this fact, such situations could adversely affect the market price of the Company’s shares and dilute the interests of our shareholders. The Company may not pay dividends to the shareholders of the Company The Company’s bylaws establish (i) the allocation of 5% of the net income to recognize the legal reserve, taking into account that this recognition may not be required in the year when its balance, plus the amount of capital reserves, is in excess of 30% of the capital stock; (ii) the allocation of 25% of the adjusted net income according to the law, to distribution to its shareholders, as a mandatory dividend; (iii) after observing the allocations of the previous items, up to 71.25% shall be allocated to recognize the statutory reserve for business expansion, being certain that such amount cannot exceed the capital stock. The Company’s bylaws provide that the statutory reserve may not be required upon resolution in Shareholders’ Meeting, in case there is payment of dividends additional to the mandatory minimum dividend. In case the balance of profit reserves is in excess of capital stock, the Shareholders’ Meeting, upon proposal from management bodies, shall resolve on the allocation of this balance to savings bonds or distribution of dividends to shareholders. In addition, Law 6,404/76 allows the suspension of the mandatory distribution of dividends in a certain year in the event the Board of Directors communicates to shareholders that such distribution is incompatible with the Company’s financial condition. d) Risks factors related to subsidiaries or associates. Some strategic alliances and business partnerships, which generate part of the revenues, are not exclusive, and the Company does not fully control them. The Company carries out a significant part of its insurance activities by means of business partnership with major financial institutions and/or other organization types operating in Brazil. In the future, some of these partners could decide to (i) not sell or distribute insurance products to their clients; (ii) sell or distribute the insurance products developed by one or more competitors; or (iii) sell or distribute their own, or one of their affiliates’ insurance products. As some contracts with those partners are not exclusive and their respective terms and conditions could be changed in the future, it is not possible to guarantee that the Company will continue to earn revenues from such contracts in the future, which could affect its businesses. Furthermore, in relation to the decisionmaking process in the business partnership, the Company and its partners depend on consensus on implementation of the business strategies or changes to such strategies. Therefore, the Company could not be able to implement the decisions made in these partnerships, as it would if it fully held such businesses. e) Risks factors related to its suppliers. The Company depends on the maintenance of stable relationships with service providers that are competent and have trustworthy reputation to render services to its clients. The relationships with services providers that provide support to clients, such as shops, hospitals or laboratories, are important to the Company’s operations. The Company could suffer a material adverse effect in case it is not capable of maintaining a properly established geographically distributed network of service providers or of negotiating the services contracts with such providers in an economically viable way. In addition, the Company’s reputation depends on the good and efficient work of service providers. For this reason, it is extremely important that the Company has a good relationship with its service providers. In case there is any complaint in relation to such providers, the Company shall be indirectly affected. 34 Reference Form – 2014 – SUL AMERICA S/A Version: 19 4.1 – Description of risk factors The possible illegal conduct by those that sell the products offered by the Company could cause the Company to be held responsible for the acts of third parties, tarnish the Company’s image, as well as adversely affect its businesses and income. The Company does not have direct control over the work of its brokers or the service provided in the distribution channels through which it operates. Therefore, there could be conduct that do not meet the standards set by the Company or comply with the applicable legislation or regulation. Such conducts could tarnish the image and reputation of the Company in the market, as well as place responsibility for acts committed by such agents, which could adversely affect income. f) Risk factors related to the Company’s clients. Possible frauds committed by clients and service providers could impact the cost structure and adversely impact the Company. There are cases of clients and service providers that, sometimes in collusion, seek to commit fraud against the Company aiming at the illegal payment of claims and services. In case the mechanisms of controls and verification of the Company do not adequately and detect early such frauds, the Company could make payments in excess of those initially estimated, thus negatively affecting its income. g) Risks factors related to economy segments in which the issuer operates. The Company depends on investment income and the performance of its investments; therefore, the volatility of the financial assets and the economy could have a material adverse effect on the Group’s businesses. The Company depends on the income of its investments portfolio to obtain a significant portion of its investment income and earnings. Investments are subject to market risks and variations, including the volatility of the securities markets, fluctuations in interest rates, risks inherent in certain securities and the existence of regulatory requirements regarding the diversification of the investment portfolio of insurance companies. Furthermore, the rules applicable to the Company determine that it invests in real-denominated securities primarily issued by the Federal Government, thus leaving the Company exposed to the interest rate. The interest rates in Brazil may be influenced by several factors, including the Brazilian monetary policy, the Brazilian and international political and economic conditions and other factors beyond the Company’s control. The incurrence of huge and/or unexpected claims could force the settlement of the securities at an unfavorable moment, which could result in losses. In case the investments portfolio is not structured according to the Company’s obligations, it could be forced to settle investments before maturity, thus incurring significant losses. The increase in inflation rate and fluctuations in interest rates could have a significant adverse effect on the Company’s businesses. The effects of inflation could increase the cost of claims or of other events in the future. The operating income and the financial condition are also affected by the fluctuations in interest rates. Brazil has a history of high interest rates due to the monetary policies adopted to combat inflation. There are no guarantees that the Federal Government will refrain from adopting such measures to control inflation. In case of increase in interest rates in the future, the cancellations or redemptions of insurance policies and pension plans could increase with the search, by policyholders, for investment with higher return rates. This process could result in cash reductions, thus forcing the Company to sell the assets invested when their respective prices are adversely affected by the increase in the market’s interest rates, which could incur losses on investments. On the other hand, in case the interest rates go down, the profit resulting from investments could also be reduced. Moreover, as the financial instruments from investments portfolios become due, the Company could have to reinvest the funds received in investments with lower interest rates. 35 Reference Form – 2014 – SUL AMERICA S/A Version: 19 4.1 – Description of risk factors The Federal Government exercises significant influence on the Brazilian economy. This influence, as well as the Brazilian economic and political context, could bring about a material adverse effect on the Company’s activities and on the market price of the Company’s shares. The Brazilian government model has some intervention tools in the Country’s economy, its policies and rules. Therefore, the Company’s activities, its financial condition, revenues, operating income and the market price of its shares could be significantly hindered by modifications in the policies or rules that involve or affect certain factors, such as: (i) monetary policy; (ii) exchange controls; (iii) inflation; (iv) liquidity in the domestic financial and capital markets; (v) tax policy; and (vi) other political, social and economic developments that could occur in Brazil or affect it. h) Risks factors related to the regulation of segment in which the issuer operates. The regulatory system under which the Company operates and its potential changes could have a material adverse effect on businesses. The companies that operate in the insurance, private health care, private pension and asset management markets are subject to the wide and continuous oversight by the Federal Government. The main regulatory agencies to which the Company’s businesses are subject are the following: (i) the Superintendence of Private Insurance and Pensions (“Superintendência de Seguros Privados” in Portuguese, or SUSEP) in relation to the insurance, savings bonds and private pension products, (ii) National Agency of Supplemental Health (“Agência Nacional de Saúde Suplementar” in Portuguese, or ANS), in relation to the private health assistance products, including health insurance, and (iii) the Central Bank and the Brazilian Securities and Exchange Commission (“Comissão de Valores Mobiliários” in Portuguese or CVM), in relation to the asset management business. The regulation governs all aspects of the Brazilian insurance company operations, including minimum capital requirements, statutory reserves, solvency margins, statutory insurance coverage, policy templates, price increases, accounting, investment and statistic requirements. Non-compliance with insurance regulations result in sanctions that could vary from fines to the cancellation of the authorization to operate. As a result of the frequent amendments to insurance regulation, the operating income could not necessarily be indicative of future results. The Company’s insurance and asset management businesses are subject to extensive and strict regulation and oversight. Due to the comprehensive legal and regulatory framework of the sector, the insurance and asset management companies (among other financial institutions) are subject to specific Brazilian insolvency and liquidation rules that, in order to protect the clients of these companies, could even hold the shareholders jointly liable for the companies’ debts, in case the assets are insufficient to cover the liabilities. Although there are few case laws in Brazil about the coverage of such liabilities, in case the Company’s insurance and asset management subsidiaries face such insolvency and liquidation proceedings, it could be held liable for any liability in excess of the assets of its subsidiaries. It is not possible to guarantee that the Federal Government will not amend the laws and/or regulations, so as to limit the raise in premiums, impose stricter rules or changes that otherwise would have a material adverse effect on the Company’s businesses. The regulatory framework within which the Brazilian insurance companies and financial institutions shall operate is in development, and new laws and regulations could be adopted. 36 Reference Form – 2014 – SUL AMERICA S/A Version: 19 4.1 – Description of risk factors Our operations could be subject to restrictions by the ANS, SUSEP or BACEN, which could result in unexpected expenses. The Company operates in the health insurance, savings bonds and private pension markets that are respectively regulated by the governmental bodies ANS and SUSEP. The ANS is the regulatory agency linked to the Ministry of Health and in charge of the Brazilian health plans market. SUSEP is the body in charge of controlling and inspecting the insurance, public companies of private pension, savings bonds, and reinsurance markets. Moreover, the Brazilian Central Bank, a body linked to the Ministry of Justice, is responsible for guiding, inspecting, preventing and investigating cases of abuse of economic power, playing a protective role to prevent and suppress such abuses. These bodies have the power to restrict some operations carried out by Company that could be regarded as conflicting with the rules and regulations established by each of these regulatory bodies, which could result in a possible negative impact on the Company’s income. Besides the restrictions, such bodies could issue new rules and/or regulation or amend the existing ones, imposing sanctions to those who do not fulfill them. Any sanction imposed by these bodies or nonfulfillment of any applicable regulation could tarnish the Company’s image, thus negatively affecting its income. i) Risk factors related to the countries where the Company operates. Not applicable, because the Company does not operate in other countries. 37 Reference Form – 2014 – SUL AMERICA S/A Version: 19 4.2 - Comments on expectations about changes in the exposure to risk factors The Company has a continuous corporate risk management program that constantly assesses the risks to which it is exposed and that could adversely affect its businesses, financial condition and income from its operations. The Company is constantly monitoring the changes in the macroeconomic, regulatory and sectorial scenarios that could influence its activities, by following the main performance indicators. The Company aims at reducing its exposure to losses by adopting several stop loss methods as part of the policy underwriting policies, including: (i) the adoption of retention limits for certain insurance business lines stricter than those required by insurance regulations; (ii) the imposition of certain requirements for coverage approval, such as the installation of tracking devices in certain insured vehicles; and (iii) reinsurance contracts for mitigating underwriting risks, mainly for policies with huge insured amounts. As of the date of this Reference Form, SulAmérica does not have expectations about the reduction or increase in the exposure to the risks mentioned in item 4.1 of this Reference Form, however, it should be clarified that there is no public civil actions which object arises from abuses committed by brokers, or by the Company or its subsidiaries. Besides, according to the attorneys handling the lawsuits, the likelihood of favorable decision to petitions for blocking assets is considered remote. 38 Reference Form – 2014 – SUL AMERICA S/A Version: 19 4.3 - Non-confidential, significant legal actions, administrative proceedings, or arbitrations Sul América S.A. and its subsidiaries are parties to tax, civil and labor proceedings and actions that, as of December 31, 2013, accounted for R$4.6 billion, having recorded a provision of R$2.3 billion. Actions and proceedings considered to be material to the Company are those in which amounts in dispute are 5% or more of its consolidated shareholders’ equity, and, based on these assumptions, there are no significant civil actions, labor claims, administrative proceedings or arbitrations, material or confidential, to which Sul América S.A. or any of its subsidiaries is a party. As to tax actions, the ones listed below are considered material based on the aforesaid criteria: Case # 200061000105649 Tax: INSS a) Court b) Level c) Date of filling d) Parties to action Claimant Respondent e) Amounts, assets or rights involved f) Main facts g) Chance of loss h) Analysis of the impact in the event of unfavorable outcome i) Provisioned amount 1st Panel of the Federal Regional Court of the 3rd Region Appellate Court April 03, 2000 Sul América Aetna Seguros e Previdência S.A. (currently, Sul América Companhia de Seguro Saúde) Regional INSS Collection and Auditing Office in São Paulo. R$252,354 thousand The company filed a writ of mandamus disputing the constitutionality and legality of the Social Security Contribution on the fees paid to physicians and the 2.5% premium required to be paid by insurance companies for taxable events after March 2000. The Court ruled against the company, which appealed the decision. The appeal was granted and the social security contribution required assessment on fees paid the health care professionals was vacated but the 2.5% premium was nevertheless upheld. The extraordinary appeal filed by the company disputing exactly this premium is presently stayed. Remote The amounts disputed have been deposited by the company so the loss will have no financial impact. None. 39 Reference Form – 2014 – SUL AMERICA S/A Version: 19 4.3 - Non-confidential and material legal actions, administrative proceedings or arbitrations Case # 200361000199347 Tax: COFINS a) Court b) Level c) Date of filling d) Parties to the proceedings Claimant Respondent e) Amounts, involved f) Main facts assets or rights 1st Federal Court of the Judiciary Section of São Paulo Federal Regional Court of the 3rd Region July 22, 2003 Sul América Seguro Saúde S/A (merged into Sul América Companhia de Seguro Saúde) Head of the Financial Institutions Special Office in São Paulo R$205,396 thousand The company filed a Preventive Writ of Mandamus seeking preliminary injunction against the imminent act of the Head of the Financial Institutions Special Office in São Paulo, which infringes the company’s unquestionable right to not pay the Contribution for Social Security Financing (COFINS) accruing on billings, as referred to in article 195, paragraph I, of the Constitution, thus not being subject to the provisions in articles 2 and 3 of Law 9,718/98 or the rate unconstitutionally increased under article 18 of Law 10,684/03. The Court ruled partially in favor of the company’s claims and acknowledged its right to pay COFINS calculated in accordance with the provisions of Complementary Law 70/91, due to the unconstitutional expansion of the calculation basis provided in article 3, paragraph 1, of Law 9,718/98 until such date as a new legal regulation is enacted on the matter. Subsequently, the 6th Panel of the Federal Regional Court of the 3rd Region ruled in favor of the ex officio transfer, reversing the trial decision and finding groundless the claims on the allegation that insurance companies cannot benefit from the unconstitutionality declared in paragraph 1 of article 3 of Law 9,718/98, by the Brazilian Supreme Court. g) Chance of loss Consideration by the Vice-President of the TRF/3rd Region of the admissibility and of the special and extraordinary appeals filed by the Company by the Superior Appellate Court and Brazilian Supreme Court, respectively, currently pending. Probable loss for the dispute of COFINS levied on premium revenues and remote loss for the dispute of COFINS levied on investment income. 40 Reference Form – 2014 – SUL AMERICA S/A h) Analysis of the impact in the event of unfavorable outcome i) Provisioned amount Case # 200851010144052 Tax: CSLL a) Court b) Level c) Date of filling d) Parties to the proceedings Claimant Respondent e) Amounts, involved f) Main facts assets or rights g) Chance of loss h) Analysis of the impact in the event of unfavorable outcome i) Provisioned amount Version: 19 In the event of unfavorable outcome, the financial impact on the Company will be forfeiture of the disputed amounts already deposited by the Company. R$168,601 thousand 28th Federal Court of Rio de Janeiro Trial Court (28th VF/RJ) August 5, 2008 Sul América Cia Nacional de Seguros et al. Head of the Financial Institutions Special Office in Rio de Janeiro – DEINF/RJ R$218,584 thousand The Company filed a Preventive Writ of Mandamus seeking preliminary injunction against imminent act of the Head of the Financial Institutions Special Office in Rio de Janeiro, which infringes the company’s unquestionable right (i) not to pay Social Contribution on Net Income (CSLL) at the rate unconstitutionally increased by article 17 of Law 11,727/2008, passed into law from Provisional Measure # 413/2008, and (ii) to recover amounts paid as social contribution in June and July 2008 for reporting months of May and June 2008, proportionally to the increased rate, through offset or refund. Trial court’s judgment pending. Possible In the event of unfavorable outcome, the financial impact on the Company will be forfeiture of the disputed amounts already deposited by the Company. R$218,584 thousand 41 Reference Form – 2014 – SUL AMERICA S/A Version: 19 4.4 - Non-confidential legal actions, administrative proceedings or arbitrations which opposing parties are management members, former management members, controlling interest holders, former controlling interest holders, or investors As of December 31, 2013, there is no legal action, administrative proceedings or arbitration falling under this item’s description. 42 Reference Form – 2014 – SUL AMERICA S/A Version: 19 4.5 – Material, confidential lawsuits As of December 31, 2013, there is no legal action, administrative proceedings or arbitration falling under this item’s description. 43 Reference Form – 2014 – SUL AMERICA S/A Version: 19 4.6 - Joint non-confidential, material recurrent or related legal actions, administrative proceedings or arbitrations Of all material cases, so considered the recurrent or related actions and proceedings the disputed amounts of which, in the aggregate, is at least 5% of the Company's consolidated shareholders’ equity, the following stands out: a. amounts involved: b. provisioned amount: c. issuer’s or parent’s practice giving rise to the contingency: According to Company’s criteria, the amount involved as of December 31, 2013 is R$45,498 thousand and corresponds to complementary provision to cover. Following Company’s criteria, the provisioned amount as of December 31, 2013 is R$45,498 thousand and corresponds to complementary provision to cover. The companies operating the life insurance line used to offer group life insurance policies, also known as "clubs", which consisted of a random group of people adhering to a primary policy signed by the insurer and a representative of the insured group. Insurance brokers offered, therefore, adhesion policies regulated by the terms of the primary policy. Unlike current life insurance policies, the club-type life insurance policies did not contain any premium adjustment provisions simply but established actual premium increases for the different age groups instead, being automatically renewable unless termination was expressly requested by the parties. As a result, the these policies would become economically and financially imbalanced due to the aging of the insured, evidenced by the sharp increase of loss ratio and, quickly, the club-type policies became unfeasible. In light of that and the provisions of the new 2002 Brazilian Civil Code, which apply to insurance contracts, SUSEP issued new rules for the life insurance line aimed at reducing this impact and fostering migration of old club-type portfolios to more modern modalities that provide proper premium adjustments for different age groups. Those migration programs are called Life Portfolio Readjustment Programs. Said Programs were disputed in court, having the Superior Court of Justice (STJ) ruled that policyholders are to remain covered by their original policies, however, SulAmérica is authorized to propose new adjustments slowly and gradually so as to restore the economic and financial balance of the portfolio. Since November 2012, the STJ’s standing in that respect has adjusted to avert the abusive nonrenewal provision upon expiration of policies. Recent rulings have consolidated this Court’s standing not to acknowledge policyholder’s reliance and trust bond with the Insurer in long-term agreements lacking the animus contrahendi. Prevailing standings acknowledge, in this case, the validity of the Readjustment Program offered in 2006 by the Company. Rulings of the STJ showing such standing: Special appeal # 880.605-RN; Special appeal # 1.268.581-DF; Special appeal # 1.199.219-MG. Since the supplementary coverage provision made in connection with proceedings involving the Readjustment 44 Reference Form – 2014 – SUL AMERICA S/A Version: 19 Program is less than 5% of the Company’s consolidated shareholders’ equity, it will no longer be reported in future editions. a. amounts involved: b. amount provisioned: c. issuer’s or parent’s practice giving rise to the contingency: It is not possible to estimate the amount involved in such proceedings due to the different causes of action and resulting impact of the rulings when rendered definitively. According to Company’s criteria, the amount provisioned as of December 31, 2013 for these cases is R$28,300 thousand. There are approximately 4,900 individual lawsuits disputing the adjustment for age group of health insurance, some of which seeking retroactive application of the Elderly Statute and others addressing alleged abusive adjustments imposed on the last age group (59 years). Addressing the same issue, there are currently 14 public civil actions. The amount involved in these actions is considered immaterial since there is no immediate risk. However, the matter in dispute is material, to the extent that the outcome of those actions may cause significant changes in certain commercial practices in place at the Company and have an indirect economic impact. The widespread repercussion of the issue at the STF (RE # 630.852) was acknowledged on May 31, 2011. Currently, judgment of the merit of the appeal is still pending before the case law direction on the issue can be established. The Company is also party to civil actions in connection with insurance, private pension and savings bonds products, and labor claims that, individually, are not considered material. In addition, the Company is a defendant in public civil actions disputing some of the business practices in place at the Company and its subsidiaries in their relations with consumers, with some of these actions stemming from abusive conduct of brokers and not the Company or its subsidiaries. Any unfavorable outcome of these actions may result in changes in those business practices, under penalty of fines, and other contingencies. 45 Reference Form – 2014 – SUL AMERICA S/A Version: 19 4.7 - Other material contingencies Some tax proceedings, although not recurrent or related, when analyzed as a whole, reach an amount equivalent to 5%, as of December 31, 2013, of the Company's consolidated shareholders’ equity, being deemed to be material, reason why they are listed below, grouped according to the tax in dispute: COFINS-related cases amounting to R$649,950 thousand, with R$373,901 thousand in provision. These proceedings largely disputes the constitutionality of: (i) Law 9718/98, which expanded the COFINS basis, and dispute of tax requirement for insurance companies (probable loss for the levy of COFINS on premium revenues and remote loss for the levy of COFINS on investment income); (ii) Article 18 of Law 10,684/03, which increased the tax rate (probable loss for increase in COFINS rate levied on premium revenues and remote loss for disputed increase in COFINS rate levied on investment income); (iii) contribution not paid due to a undue reduction of calculation basis, as per understanding of the Brazilian Internal Revenue Service (remote loss); and (iv) recovery of income from assets pledged as guarantee of technical reserves (possible loss). INSS-related proceedings amounting to R$725,261 thousand, with R$258,507 thousand in provision Currently, the matter in dispute in INSS-related proceedings is: INSS (Social Security) payment requirement for physicians (discussed individually in item 4.3 of this Reference Form) and brokers (probable loss for disputed INSS payment requirement for brokers and remote loss for physicians). Income Tax-related proceedings amounting to R$369,786 thousand, with R$191,080 thousand in provision The dispute in these proceedings mainly refer to: (i) deduction of CSLL amounts upon calculating the actual taxable income for calculating income tax (probable loss); (ii) dispute of the offset of debit balance and amounts unduly paid or overpaid by SulAmérica and not confirmed by the Internal Revenue Service (possible and remote loss, depending on the case); and (iii) assessment notices issued in connection with the deductibility of amortization of goodwill resulting from merger (possible loss). PIS-related proceedings amounting to R$277,147 thousand, with R$215,362 thousand in provision The main dispute in these proceedings refer to the questioning of: (i) the unconstitutionality of Constitutional Amendments 01/94, 10/96 and 17/97 and its implications (possible loss), (ii) contribution not paid due to undue reduction of calculation basis, as per understanding of the Internal Revenue Service (remote loss); (iii) charge related to investment income from assets pledged as guarantee of technical reserves (remote loss) and (iv) claimed unconstitutionality of Law 9,718/98 which expanded the PIS calculation basis, also disputing the tax payment requirement for insurers (remote loss). 46 Reference Form – 2014 – SUL AMERICA S/A Version: 19 4.7 – Other material contingencies CSLL-related proceedings amounting to R$378,435 thousand, with R$290,068 thousand in provision The matter disputed in these proceedings mainly refer to: (i) the unconstitutionality of the 6% increase imposed by Article 17 of Law 11,727/2008, passed into law from Provisional Measure 413/2008 (possible loss), (ii) the assessment notices issued in connection with deductibility of goodwill amortization resulting from merger (possible loss), (iii) questioning as to offset of amounts unduly paid or overpaid by SulAmérica and not confirmed by the Internal Revenue Service (possible and remote loss, depending on the case) and (iv) the unconstitutionality of rate increase provided in article 2 of Law 9,316/96 (probable loss). In addition to these and the other material proceedings discussed above, the subsidiary Cia Saúde entered into a Conduct Adjustment Term (TAC) in connection with exempted approval for the performance of procedures included in the ANS’s minimum coverage list, in hospitalized patients. It refers to the TAC 695/2013 entered into in May/2013 with the Federal District Attorney’s Office, wherein SulAmérica agrees, for all diagnostic tests and exams, as may be appropriate considering the clinical condition of hospitalized patients and that are included in the ANS list, upon request of the referring attending physician or health care establishments, to waive prior authorization or prior validation of procedure. Actions for Administrative Impropriety Some of the operating subsidiaries of the Company are defendants to five actions for administrative impropriety. Any unfavorable outcome in these actions could result in the penalties provided in article 12 of Law 8,492/92 being imposed on the subsidiary in question, such as payment of fines and ineligibility to contract with, or benefit from tax incentives offered by, the Government for a period of five years. 47 Reference Form – 2014 – SUL AMERICA S/A Version: 19 4.8 - Rules of the country of origin and of the country where securities are held in custody Not applicable, since the Company has its securities held in custody in Brazil. 48 Reference Form – 2014 – SUL AMERICA S/A Version: 19 5.1 - Description of the main market risks The main market risks to which group SulAmérica is exposed are: (i) interest rate risk; (ii) inflation risk; (iii) equity risk; (iv) liquidity risk; (v) foreign exchange risk and in the use of derivative financial instruments; and (vi) credit risk in marketable securities. Interest Rate Risk It is possible for SulAmérica be impacted by changes in interest rates that could affect the present value of the investment portfolio. As of December 31, 2013, the investment portfolio of SulAmérica had the following composition: Index SELIC/CDI .............................................................................. FIXED RATE............................................................................ IPCA ....................................................................................... IGPM ..................................................................................... Other ..................................................................................... Total Portfolio ....................................................................... 2013 59% 4% 20% 14% 3% 100% In addition, SulAmérica has a line of “loans and other financing” R$520.4 million in issued debentures adjusted by the CDI. Therefore, in case there is a fluctuation in interest rates, both the investment income (expenses) of SulAmérica and the indebtedness level could be subject to fluctuations. Inflation Risk In view of the Assets and Liabilities Management (ALM) studies, as of December 31, 2013, the subsidiaries that have insurance operations recorded R$1.3 billion (R$1.4 billion in 2012) in investment in assets adjusted by the IPCA and the subsidiary that operates private pension contracts known as "Traditional Plans" recorded R$0.99 billion as of December 31, 2013 (R$0.96 billion in 2012) in investments in assets linked to the IGPM. Besides the allocation based on the studies of ALM, the investment manager could choose to allocate assets indexed for inflation in other portfolios that do not have ALM restriction provided that all limits and restrictions defined in the Investment Mandate are observed. Therefore, in case of fluctuation in inflation rates (IPCA and IGPM), the investment income (expenses) may be affected. Equity risk As of December 31, 2013, the residual exposure of SulAmérica or its subsidiaries in securities is R$72,802 thousand (R$120,881 thousand in 2012). Therefore, in case of fluctuation in the stock prices that comprise the securities portfolios, the investment income (expenses) could be affected. Liquidity Risk Liquidity risk is posed by the possibility that SulAmérica invests in low liquidity assets and at terms shorter than those of its liabilities, giving rise to the possibility of mismatch in cash flows. Therefore, in case such assets do not have sufficient liquidity for trading, SulAmérica could be required to sell at prices lower than marked to market, and, consequently, its investment income (expenses) could be impacted. Foreign exchange Risk The investment policy does not allow foreign exchange exposure, except certain property and casualty line operations, which are carried out in foreign currency. 49 Reference Form – 2014 – SUL AMERICA S/A Version: 19 5.1 - Description of the main market risks As of December 31, 2013, the balance of the exposure in US dollars, arising from financial instruments, including derivatives, amounts to US$74,535 thousand (US$92,871 thousand in 2012), and the liabilities balance amounts to US$72,128 thousand (US$93,766 thousand in 2012). In the Company’s statements, there was no balance in dollars in 2013 or 2012. The previously mentioned amounts are those in the accounting records, however, there are special legal claims (non-ordinary) in US dollars, in which the likelihood of a favorable outcome is considered “possible”, and that, accordingly, are not recorded, as established by the accounting practice. As of December 31, 2013, these claims amount to US$500,973 thousand (US$228,644 thousand in 2012), and the corresponding reinsurance is US$480,624 thousand (US$227,904 thousand in 2012), which represents a residual risk of US$20,049 thousand (US$740 thousand in 2012). Accordingly, in case of fluctuation in the foreign currency, the investment income (expenses) could be affected. Derivative Financial Instruments The current investment policy allows for the allocation of funds to derivatives transactions, provided that they are previously defined and approved by the Company. The use of derivative financial instruments in subsidiaries that have insurance and private pension operations follows the specific rules on the theme that provides for the investment criteria to these subsidiaries. Investment positions that use derivatives not exclusively aimed at hedging other subsidiaries that are not subject to these provisions, are permissible, upon prior approval from the Investment Committee. The following table shows the quantitative residual exposure of the Company to derivative financial instruments. Futures contracts Interest rates in Reais ................. Exchange currency........................ Agreement to Buy ........ Interest in Reais ................. Agreement to Sell .......... Maturity 2014/2022 2014 2015/2023 Notional amount 972,300,000 17,860,658 990,160,658 965,100,000 965,100,000 Fair value 700,284,462 17,860,658 718,145,120 672,956,015 672,956,015 Credit risk in marketable securities The credit risk in marketable securities is associated with the likelihood that a counterparty of a transaction or debt issuer does not meet its financial commitments in full or partially. The credit risk could be incurred by: (i) repricing of assets from corporate bonds in view of a change in the perception of risk from the bond issuer; and (ii) the possibility of any corporate bond issuer not making the expected payment on the due date of the respective bond. As of December 31, 2013, SulAmérica has exposure of R$1.3 billion in assets from corporate bonds. The charts below show the risk rating of investments. As of December 31, 2013, 96.4% of total investments are allocated to AAA or sovereign risk rating (government securities). The information does not include the amounts related to investments in PGBL and VGBL plans. The investments comprise the following: checking account balances, resale commitments, and accounts receivable and payable of exclusive investment funds. These investments are recorded in the headings “Cash and Cash Equivalents”, “Accounts Receivable” and “Other Accounts Payable”, respectively. 50 Reference Form – 2014 – SUL AMERICA S/A Version: 19 5.1 - Description of the main market risks Investment by risk category without PGBL and VGBL R$6.8 billion in 2013 and R$6.1 billion in 2012 0.6% 0.1% 0.3% 0.6% 5.1% 2.9% 15.0% 12.2% 80.9% 77.8% Government securities AAA AA + to AOther Accordingly, in case of default in corporate bonds or change in its mark to the market price the investment income could be impacted. 51 Reference Form – 2014 – SUL AMERICA S/A Version: 19 5.2 - Description of market risks management policy a. Risk at which hedge is aimed. The main market risks in relation to which SulAmérica uses hedge are the following: (i) interest rate risk; (ii) inflation risk, (iii) liquidity risk, (iv) foreign exchange risk, (v) credit risk of marketable securities. b. Hedge strategy. SulAmérica’s Investment Policy establishes strategic guidelines that are observed in the management of financial assets, including limits, restrictions and rules on diversification aimed at an allocation that provides an appropriate yield and guarantees SulAmérica’s capacity of fulfilling its obligations. The assets and liabilities management (ALM) is used by SulAmérica as one of the main tools to determine the parameters for allocating its investments, particularly in the portfolio of investments for technical reserve. Additionally, SulAmérica has products with guarantees to face the risk of liabilities. In addition to ALM, projected cash flow analyses are prepared daily, principally related to assets held in guarantee of technical reserves in order to mitigate this risk. Derivative financial instruments – swaps and futures contracts (which can also be held by means of exclusive investment funds) are used to manage the exposure in relation to exchange and interest rate fluctuations, according to the ALM policy. In the management of credit risk related to marketable securities in assets of corporate bonds, the Credit Committee makes the analysis of issues based on quantitative and qualitative aspects. c. Instruments used for hedging purposes. Assets are segregated and formed based on the following: objective, characteristics, obligations, restrictions (example: portfolio for coverage of technical reserves, portfolio for assets and liabilities management (ALM), portfolio of working capital, etc.). It is expected that each portfolio, taking into account its particularities, seek to maximize the asset yield, and also mitigate the risk of mismatching between assets and liabilities of subsidiaries (ALM), when necessary. Consequently, the following are expected: risk x return ratio shall be balanced, cash flows between assets and liabilities shall match, and investments shall be efficiently raised, considering the commitments taken. By means of daily analyses of projected cash flows, assets with liquidity sufficient to cover shortterm liabilities of portfolios are kept. The monitoring of balances of accounts receivable and payable in foreign currency is accomplished based on insurance and reinsurance contracts in foreign currencies and loans and financing through derivative contracts, mainly futures contracts, aiming at reducing the net impact of exchange rate variations on its income. As a result of the credit risk management analysis, a score (internal risk category) is given and an allocation limit in the issue is set based on such score. 52 Reference Form – 2014 – SUL AMERICA S/A Version: 19 5.2 - Description of market risks management policy d. Parameters used for managing these risks. SulAmérica’s Investment Policy sets out limits of concentration and diversification by investment segment and also issuers, besides restrictions to certain investments. Therefore, formalization of the terms and conditions that the manager shall meet in the management of each portfolio is carried out through investment mandate, as defined in the investment policy and legislation in effect, which shall include at least the following: (i) objective; (ii) return target; (iii) risk limit; (iv) asset term; (v) asset liquidity; (vi) specific restrictions; (vii) general restrictions. For allocations to corporate bonds, the limit is set based on the score given to the issuer and issue, having to be in compliance with the rules on diversification and concentration set forth in the Investment Policy, in which the maximum percentage for allocation to a same issuer cannot be above 15%. Consequently, the lower the risk rating of an issuer, the lower the allocation percentage that the same issuer can have. The exposure limits are regularly monitored and assessed on consolidated basis by the investment management company and the financial area. In relation to the market risk (VaR and Stress Testing), the limits and parameters are set based on the Investment Policy and are controlled, assessed and observed for decision and investments purposes, as described below: The VaR has the objective of quantifying the expected loss over a specific period within a confidence interval. Stress testing, on the other hand, has the objective of verifying the expected loss in worstcase scenario. The VaR and stress testing limits are annually revised and defined according to SulAmérica’s risk appetite. In the first case, the VaR is calculated for one working day with a confidence interval at 95%, and a window of 72 days. The volatility and the correlation matrix are calculated by means of the exponential weighted moving average (EWMA) using a lambda of 0.94. Stress testing, on the other hand, is calculated using the worst-case scenario of BM&FBovespa. Corporate bonds also suffer a shock additional to the aforementioned scenario of a spread based on: (i) rating; and (ii) period to maturity. Accordingly, the market risk is followed by means of daily reports on information about the VaR and stress testing, besides the analysis of the incremental risk for asset allocation and specific studies on changes in the investment portfolio. 53 Reference Form – 2014 – SUL AMERICA S/A Version: 19 5.2 - Description of market risks management policy e. If financial instruments are used for hedging purposes and what are the objectives. SulAmérica uses derivatives only for hedging purposes. It is permissible to hold investment positions that use derivatives that are not exclusively for hedging purposes in subsidiaries, given the prior approval from the Investment Committee. f. Organizational structure of risk management control. The Investment Committee, composed of five members, permanently follows the asset allocation and performance based on its strategies, including the ALM portfolio, in order to enable the periodic revision and balance restoration. Besides the above listed items, the following duties of the Investment Committee should be highlighted: (i) promote the adoption of the best practices in the control over the risks of investments by the Company; (ii) periodically revise the Investment Policy, approved by the Company’s Board of Directors, recommending to the Board of Directors proposal for amendment, if applicable; (iii) follow and oversee the adoption and compliance with the Investment Policy; (iv) expressly authorize the acquisition of securities that are not scored as A or B or have “investment grade” in the national level (when available); and (v) approve the accounting classification of assets as marked to maturity. In addition, the Assets and Liabilities Management (ALM) is used by SulAmérica as one of the main tools to determine the parameters for allocating its investments, particularly in the portfolio for technical reserves. So a permanent working group was formed to discuss this subject and make ALM studies aimed at finding out which assets best replicate the main characteristics of liabilities (interest rates, index rates, payment flow, duration, etc.). g. Adequacy of the operational structure and internal controls to check the effectiveness of the adopted policy. The exposure limits and their respective use, as set out in the Investment Policy, are regularly monitored and assessed on consolidated basis, regularly by the investment management company and the financial area, and reported to the Investment Committee, including the occasional need of adjustment. Managerial reports are periodically issued containing information on allocation of the investment portfolios. These reports enable the Investment Committee and the finance and risk management area to follow up the investments in each business unit. In addition, at the monthly meeting, the investment managers and the financial area discuss relevant topics related to the month’s investment performance, international and domestic economic scenarios, and other points considered relevant at the date. 54 Reference Form – 2014 – SUL AMERICA S/A Version: 19 5.3 - Significant changes in main market risks In the previous fiscal year there was no significant change in the main market risks to which the Company is exposed or in the risk management policy adopted by the Company. 55 Reference Form – 2014 – SUL AMERICA S/A Version: 19 5.4 - Other significant information There is no other information deemed material by the issuer. 56 Reference Form – 2014 – SUL AMERICA S/A Version: 19 6.1 / 6.2 / 6.4 - Issuer’s incorporation date, duration and registration date with the CVM Incorporation date of the Issuer March 13, 1978 Incorporation type of the Issuer On March 13, 1978, Sul América S.A. was incorporated as a non-public corporation, upon the transfer of the spin-off portion of the company Financial e Comercial do Brasil S/A, CNPJ 3.464.280/0001-48. Incorporation country Brazil Duration Indefinite duration CVM Registration Date October 3, 2007 57 Reference Form – 2014 – SUL AMERICA S/A Version: 19 6.3 - Brief history On December 5, 1895, Sul América Companhia Nacional de Seguros de Vida (SALIC), the first company of SulAmérica (in this Reference Form, it refers to Sul América S.A. and its subsidiaries and associates), was founded by Dom Joaquin Sanchez de Larragoiti. In the first half of the 20th century, other companies joined Sul América, allowing it to operate in different business segments. In 1969, carrying the name Sul América Companhia Nacional de Seguros, SALIC went public and its shares started to be traded on the stock exchange in Rio de Janeiro and in 1970 SulAmérica started managing health services. In 1978, upon the group's expansion and the need to organize its corporate structure, the holding company Sul América S.A. was created, referred to in this Reference Form as the “Company”. In 1987, SulAmérica started-up its private pension operations by means of Sul América Previdência Privada S.A. In 1996, SulAmérica group expanded into the asset management segment upon the creation of Sul América Investimentos Distribuidora de Títulos e Valores Mobiliários S.A. In 1997, SulAmérica entered into a joint venture agreement with Aetna International Inc. (Aetna), one of the largest US insurance companies and a world leader in the health insurance segment. In 2001, ING Insurance International B.V. acquired Aetna's ownership interest and later, in 2002, entered into a partnership with SulAmérica. In February 2007, the Company completed the issuance of US$200 million in Senior Notes, becoming the first Latin-American insurance company to issue such bonds to raise funds in the international market. On October 3, 2007 the Company obtained from the Brazilian Securities and Exchange Commission (“Comissão de Valores Mobiliários” in Portuguese, or CVM) its registration as public company, and on October 5, 2007 its units started to be traded at the Securities, Commodities and Futures Exchanges (BM&FBOVESPA), listed in the Level 2 of Differentiated Corporate Governance Practices, a segment for the trading of the shares of companies that voluntarily undertake to adopt good corporate governance practices and meet more comprehensive information disclosure requirements. The Company raised R$775 million with the initial public offering of its Units. In 2008, after the tender offer, SALIC obtained the cancellation of its registration as a public company. In August 2009, SulAmérica opened its new facilities in Rio de Janeiro, located at Rio Cidade Nova Complex, which has modern power and IT systems that met and continues to meet the stricter sustainability and operational efficiency requirements. In December 2010, the subsidiary Sul América Companhia de Seguro Saúde acquired Dental Plan Ltda. With this operation, SulAmérica increased its presence in the Northern and Northeastern regions of Brazil, adding 122 thousand members to its dental plan portfolio, which comprised more than 385 thousand beneficiaries, reinforcing its market share. In February 2012, the Company settled the senior notes and the swap transaction contracted for hedge against exchange fluctuation in the amount of R$357.0 million. In addition, on February 6, 2012, 50,000 debentures were issued with unit face value of R$10,000.00, totaling R$500.0 million. The debentures were issued with maturity of five years counted as of the issue date (February 6, 2017). The face value of debentures will be amortized in three annual and successive installments from the third year of issue (2015) and will pay interest every six months corresponding to 100% of the cumulative variation of the daily average rates of one-day interbank deposits (DI), over extragroup, plus a surcharge of 1.15% per year, defined in the bookbuilding procedure. On April 10, 2013, the purchase of Sul América Capitalização S.A. (SulaCap) was approved by indirect subsidiary Sul América Santa Cruz Participações S.A. The whole process was completed on April 25, 2013, and the savings bonds segment started to comprise, from such date, the business 58 Reference Form – 2014 – SUL AMERICA S/A Version: 19 portfolio of SulAmérica. This operation increases the SulAmérica's product line and enables the taking up of business opportunities that have great synergy with the current operating segments. 59 Reference Form – 2014 – SUL AMERICA S/A Version: 19 6.3 - Brief history On June 14, 2013, the International Finance Corporation (IFC) completed the acquisition of 26,455,026 units of the Company, representing 26,455,026 common shares and 52,910,052 preferred shares disposed by the shareholder ING Insurance International B.V. (ING). With the completion of the aforementioned transaction, the IFC started to hold 7.9% interest in the total capital of the Company, while ING maintained its total direct interest of 13.6%. On December 2, 2013, Swiss Re Direct Investments Company Ltd (Swiss Re) completed the acquisition of 13,106,928 units issued by the Company, representing 13,106,928 common shares and 26,213,856 preferred shares, disposed by the members of the Larragoiti Family, indirect controlling unitholders of the Company (“Larragoiti Family”). With the completion of such transaction, Swiss Re became the holder of 3.8% in the total capital of the Company, while the Larragoiti Family maintained its total direct interest of 2.9%. On January 7, 2014, Swiss Re Direct Investments Company Ltd (Swiss Re) completed the acquisition of 37,693,075 units, representing 37,693,075 common shares and 75,386,150 preferred shares of the Company, disposed by ING Insurance International B.V. (ING). In view of the completion of the transaction and the actual transfer of units, Swiss Re became the holder of an interest of 14.9% in the capital of the Company (excluding the treasury shares), while ING maintained its total interest (direct and by means of Amsterdã Holdings Ltda.) of 10.0% (excluding the treasury shares). On January 31, 2014, ING Insurance International B.V. granted and transferred to ING Verzekeringen N.V. 8,029,091 common shares and 16,058,185 preferred shares in the capital of the Company by means of dividend in kind. Immediately thereafter, ING Verzekeringen N.V. granted and transferred the ownership interest to ING Insurance Topholding N.V. in dividend in kind, and the latter then granted and transferred its ownership interest to ING Groep N.V., by means of dividend in kind. On January 31, 2014, ING Groep N.V. became a party to the Shareholders’ Agreement of the Company entered into with Sulasa Participações S.A., Sulasapar Participações S.A. and Amsterdã Holdings Ltda. on December 20, 2013. On May 16, 2014, the Company’s Board of Directors approved the issue of simple nonconvertible debentures in up to two series, unsecured, composed of 50,000 debentures with unit face value of R$ 10,000.00, on the issue date, totaling an issue of R$500.0 million, on the issue date. The first series debentures, which totaled R$370.0 million, matures on May 15, 2019, with interest payment every six months at 108.25% of the cumulative variation of the daily average rates of one-day interbank deposits (DI), over extra-group, while the second series debentures, totaling R$130.0 million, matures on May 15, 2022, with annual interest payment at 7.41%, plus the variation in the Extended Consumer Price Index (IPCA), released by the Brazilian Institute of Geography and Statistics (“Instituto Brasileiro de Geografia e Estatística” in Portuguese, or IBGE). The face value of both series will be amortized in three annual and successive installments, the last one being paid on the respective due date of each series. 60 Reference Form – 2014 – SUL AMERICA S/A Version: 19 6.5 - Main corporate events occurred in the issuer, subsidiaries or associates Fiscal Year 2011 On April 18, 2011 A. Event: Completion of the acquisition of Dental Plan Ltda. (Dental Plan) by the subsidiary Sul América Companhia de Seguro Saúde (Cia Saúde), according to the contract entered into on December 13, 2010. B. Main business conditions: Cia Saúde entered into a contract for the R$28.5 million. The acquisition of Dental obtaining the transaction approval from the Cia Saúde of one unit in Dental Plan to Company, was approved. acquisition of 100% of the Plan was effectively made relevant authorities. On the Sul América Odontológico capital of Dental Plan for on April 18, 2011, after same date the disposal by S.A., a subsidiary of the C. Parties: Dental Plan Ltda. and Sul América Companhia de Seguro Saúde. D. Resulting effects: With this transaction, SulAmérica increased its presence in the Northern and Northeastern regions in Brasil, adding 122 thousand members to its dental plan portfolio, which currently comprises over 385 thousand beneficiaries, reinforcing its position in this segment. E. Ownership interests before and after the transaction: Ownership interests before the transaction: Dental Plan Ltda. CNPJ/MF 70.067.137/0001-49 Inácio dos Santos Morais ........................................ Andréa Capela Morais Figueiredo.............................. Total ................................................................... Units 1,342,020 5,600 1,347,620 % Units % 99.58 0.42 100 Ownership interests after the transaction: Dental Plan Ltda. CNPJ/MF 70.067.137/0001-49 Sul América Companhia de Seguro Saúde .................. Sul América Odontológico S.A. ................................. Total ................................................................... 1,347,619 100 1 1,347,620 0 100 61 Reference Form – 2014 – SUL AMERICA S/A Version: 19 6.5 - Main corporate events occurred in the issuer, subsidiaries or associates November 30, 2011 A. Event: Merger of Executivos S.A. – Administração e Promoção de Seguros (Executivos) into Sul América Santa Cruz Participações S.A. (Santa Cruz). B. Main business conditions: On November 29, 2011, Santa Cruz acquired from Sul América Seguros de Pessoas e Previdência S.A. the total capital of Executivos, composed of 343,350 registered common shares, the merger of Executivos into Santa Cruz having been approved on November 30, 2011, without the issue of new shares and without change in the capital stock of the latter. C. Parties: Sul América Santa Cruz Participações S.A. and Executivos S.A. – Administração e Promoção de Seguros. D. Resulting effects: The merger of the subsidiary Executivos aimed at streamlining the corporate structure of SulAmérica. E. Ownership interests before and after the transaction: Ownership interests before the transaction: Sul América Santa Cruz Participações S.A. CNPJ/MF # 92.664.937/0001-80 CS 4,302 1,180 5,482 % 78.4750 21.5250 100.00 CS 343,349 1 343,350 % 99.9997 0.0003 100.00 CS 4,302 1,180 5,482 % 78.4750 21.5250 100.00 Sul América Seguro Saúde S.A. ............................... Sul América Companhia de Seguro Saúde ………………… Total ................................................................... Executivos S.A. – Administração e Promoção de Seguros CNPJ/MF # 02.438.740/0001-30 Sul América Santa Cruz Participações S.A. ................ Individual......................................................... Total ................................................................... Ownership interests before the transaction: Sul América Santa Cruz Participações S.A. CNPJ/MF # 92.664.937/0001-80 Sul América Seguro Saúde S.A. ..................... Sul América Companhia de Seguro Saúde ... Total ................................................................... 62 Reference Form – 2014 – SUL AMERICA S/A Version: 19 6.5 - Main corporate events occurred in the issuer, subsidiaries or associates Executivos S.A. – Administração e Promoção de Seguros CNPJ/MF # 02.438.740/0001-30 Sul América Santa Cruz Participações S.A.............. Individuals ......................................................... Total ................................................................... CS 0 0 0 % 0 0 0 Fiscal Year 2012 May 28, 2012 A. Event: On May 28, 2013, the subsidiary Sul América Santa Cruz Participações S.A. (Santa Cruz) executed a contract aiming at the acquisition of the shareholding control of Sul América Capitalização S.A. SULACAP (SulaCap). B. Main business conditions: Santa Cruz signed a contract for the acquisition of the total interest held by Saspar Participações S.A. in the capital stock of SulaCap, representing 83.27% of the capital stock of the latter at the base price of R$214 million, and this value may be incremented by up to R$71 million, as long as certain conditions set forth in the contract are met. The contract for purchase and sale of shares entered into on May 28, 2012 and amended on March 18, 2013. On April 25, 2013, after the implementation of the conditions precedent provided for in the contract, such acquisition was completed. C. Parties: Sul América Santa Cruz Participações S.A.; Saspar Participações S.A.; Capitalização S.A. (SULACAP). and Sul América D. Resulting effects: The integration of SulaCap into the conglomerate of insurance, pension and investment that has SulAmérica as holding, benefiting both SulaCap and SulAmérica by taking advantage of the synergies arising from each of their activities, and sharing a wide and consolidated management and administrative structure of Sul América, highly specialized to serve companies operating in the segments overseen by SUSEP. E. Ownership interests before and after the transaction: Ownership interests before the transaction: Sul América Capitalização S.A. – SULACAP CNPJ/MF # 03.558.096/0001-04 Saspar Participações S.A. ........................................ Other .................................................................. Total ................................................................... CS 229 46 275 % 83.27 16.73 100.00 63 Reference Form – 2014 – SUL AMERICA S/A Version: 19 6.5 - Main corporate events occurred in the issuer, subsidiaries or associates Ownership interests after the transaction: Sul América Capitalização S.A. – SULACAP CNPJ/MF # 03.558.096/0001-04 CS 229 46 275 Sul América Santa Cruz Participações S.A. ................ Others .................................................................. Total ................................................................... % 83.27 16.73 100.00 May 31, 2012 A. Event: Merger of Dental Plan Ltda. (Dental Plan) into Sul América Odontológico S.A. (SulaOdonto). B. Main business conditions: On May 31, 2012, Sul América Companhia de Seguro Saúde increased the capital stock of SulaOdonto, with the units representing the originally owned capital stock of Dental Plan. Then, in the same act, Dental Plan merged SulaOdonto. The transaction was approved by the ANS on September 11, 2012. C. Parties: Sul América Companhia de Seguro Saúde; Sul América Odontológico S.A.; and Dental Plan Ltda. D. Resulting effects: The merger of subsidiary Dental Plan aimed at streamlining the corporate structure of SulAmérica. E. Ownership interests before and after the transaction: Ownership interests before the transaction: Sul América Odontológico S.A. CNPJ/MF # 11.973.134/0001-05 Sul América Companhia de Seguro Saúde ................. Board members ..................................................... Total ................................................................... CS 999,993 7 1,000,000 % 99.9993 0.0007 100.00 CS 1,347,619 1 1,347,620 % 99.9999 0.0001 100.00 Dental Plan Ltda. CNPJ/MF # 70.067.137/0001-49 Sul América Companhia de Seguro Saúde ................ Sul América Odontológico S.A. ................................. Total ................................................................... 64 Reference Form – 2014 – SUL AMERICA S/A Version: 19 6.5 - Main corporate events occurred in the issuer, subsidiaries or associates Ownership interests after the transaction: Sul América Odontológico S.A. CNPJ/MF # 11.973.134/0001-05 Sul América Companhia de Seguro Saúde.................. Board members...................................................... Total ................................................................... CS 999,993 7 1,000,000 % 99.9993 0.0007 100.00 CS 0 0 0 % 0 0 0 Dental Plan Ltda. CNPJ/MF # 70.067.137/0001-49 Sul América Companhia de Seguro Saúde ................ Sul América Odontológico S.A. ................................ Total ................................................................... Fiscal Year 2013 January 31, 2013 A. Event: Merger of Sul América Seguro Saúde S.A. (Saúde S.A.) with Sul América Companhia de Seguro Saúde (Cia Saúde) without issue of new shares and without change in the capital stock of Cia Saúde. B. Main business conditions: On January 31, 2013, the shareholders of Saúde S.A. and Cia Saúde approved in an Extraordinary Shareholders’ Meeting, the dissolution by merger of the earlier into the latter. The operation was approved by the ANS on April 24, 2013. C. Parties: Sul América Seguro Saúde S.A. and Sul América Companhia de Seguro Saúde. D. Resulting effects: The merger of the subsidiary Saúde S.A. aimed at streamlining the corporate structure of SulAmérica. 65 Reference Form – 2014 – SUL AMERICA S/A Version: 19 6.5 - Main corporate events occurred in the issuer, subsidiaries or associates E. Ownership interests before and after the transaction: Ownership interests before the transaction: Sul América Companhia de Seguro Saúde CNPJ/MF # 01.685.053/0001-56 CS % Sul América Cia Nacional de Seguros ............ 32,224,312 61.8464 Sul América S.A. ........... 17,106,231 32.8311 Saepar Serviços e Participações S.A...... 2,773,269 5.3226 Subtotal ................... 52,103,812 100.00 Treasury shares............. 14,172,669 Total .......................... 66, 276,481 PS % Total % 44,507,062 4,264,636 68.6496 25.4423 43,731,374 21,370,867 63.5023 31.0326 990,316 16,762,014 6,487,270 5.9081 100.00 3,752,585 67,865,826 20,659,939 5.4651 100.00 23,249,284 89,525,765 Sul América Seguro Saúde S.A. CNPJ/MF #86.878.469/0001-43 CS 1,347,619 1 1,347,620 Sul América Companhia de Seguro Saúde ............... Sul América Odontológico S.A. ............................... Total ................................................................... % 99.9999 0.0001 100.00 Ownership interests after the transaction: Sul América Companhia de Seguro Saúde CNPJ/MF # 01.685.053/0001-56 CS % Sul América Cia Nacional de Seguros.............. 32,224,312 61.8464 Sul América S.A. ........... 17,106,231 32.8311 Saepar Serviços e Participações S.A. .... 2,773,269 5.3226 Subtotal ...................... 52,103,812 100.00 Treasury shares............. 14,172,669 Total .......................... 66,276,481 PS % Total % 11,507,062 4,264,636 68.6496 25.4423 43,731,374 21,370,867 63.5023 31.0326 990,316 16,762,014 6,487,270 23,249,284 5.9081 100.00 3,763,585 68,865,826 20,659,939 89,525,765 5.4651 100.00 Sul América Seguro Saúde S.A. CNPJ/MF #86.878.469/0001-43 Sul América Companhia de Seguro Saúde ................. Sul América Odontológico S.A. ............................... Total ................................................................... CS 0 0 0 % 0 0 0 66 Reference Form – 2014 – SUL AMERICA S/A Version: 19 6.5 - Main corporate events occurred in the issuer, subsidiaries or associates May 16, 2013 A. Event: The acquisition by International Finance Corporation (IFC) of the units issued by the Company, disposed by the shareholder ING Insurance International B.V. (ING), as informed in the Material Fact released on May 16, 2013. B. Main business conditions: On June 14, 2013, IFC completed the acquisition of 26,455,026 units issued by the Company, representing 26,455,026 common shares and 52,910,052 preferred shares, disposed by the shareholder ING. C. Parties: International Finance Corporation; ING Insurance International B.V.; and Sul América S.A. D. Resulting effects: With the completion of such transaction, IFC started to hold 7.9% in the total capital of the Company, while ING maintained its total direct interest of 13.6%. E. Ownership interests before and after the transaction: Ownership interests before the transaction: Sul América S.A. CNPJ/MF # 29.978.814/0001-87 Shareholders(1) Sulasapar Participações S.A. . ING Insurance Internacional BV ... Individuals of the controlling stake......... Board members and Executive officers.... Shares in free float.. Subtotal ............... Treasury shares... Total ...................... EO(2) % EP(2) % Total % UNITS - 335,638,854 60.1171 - 0.0000 335,638,854 33.4531 72,177,192 12.9278 144,354,387 32.4389 216,531,579 21.5817 72,177,192 22,842,936 4.0915 45,685,878 10.2664 68,528,814 6.8303 22,842,936 164,365 127,484,767 558,308,114 6,297,600 564,605,714 0.0294 22.8341 100 328,730 254,635,588 445,004,583 12,595,196 457,599,779 0.0739 57.2209 100 493,095 382,120,355 1,003,312,697 18,892,796 1,022,205,493 0.0491 38.0859 100 164,365 127,317,061 222,501,554 222,501,554 Shareholding distribution according to the concept of BM&FBOVESPA. 222,501,554 of total common shares and 445,003,108 of total preferred shares comprising the UNITS, each UNIT being formed by one common share and two preferred shares. (1) (2) 67 Reference Form – 2014 – SUL AMERICA S/A Version: 19 6.5 - Main corporate events occurred in the issuer, subsidiaries or associates Ownership interests after the transaction: Sul América S.A. CNPJ/MF # 29.978.814/0001-87 Shareholders(1) Sulasapar Participações S.A. ING Insurance Internacional BV .. Individuals of the controlling stake......... Board members and executive officers.... Shares in free float.. International Finance Corporation ...... Other ............ Sub-Total .............. Treasury shares... Total ..................... EO(2) % EP(2) % Total % UNITS - 335,638,854 60.1171 - 0.0000 335,638,854 33.4531 45,722,166 8.1894 91,444,335 20.5491 137,166,501 13.6714 45,722,166 22,842,936 4.0915 45,685,878 10.2664 68,528,814 6.8303 22,842,936 157,965 153,946,193 0.0283 27.5737 315,930 307,558,440 0.0710 69.1135 473,895 461,504,633 0.0472 45.9981 157,965 153,778,487 26,455,026 127,491,167 558,308,114 6,297,600 564,605,714 4.7384 22.8353 100 52,910,052 254,648,388 445,004,583 12,595,196 457,599,779 11.8898 57.2238 100 79,365,078 382,139,555 1,003,312,697 18,892,796 1,022,205,493 7.9103 38.0878 100 26,445,026 127,323,461 222,501,554 222,501,554 Shareholding distribution according to the concept of BM&FBOVESPA. 222,501,554 of total common shares and 445,003,108 of total preferred shares comprising UNITS, each UNIT being formed by one common share and two preferred shares. In treasury there are 2 separate common shares. The line "Shares in free float" corresponds to the subtotal that consolidates the following lines: "International Finance Corporation" and "Other". (1) (2) November 18, 2013 A. Event: On November 18, 2013, Swiss Re Direct Investments Company Ltd (Swiss Re) and the members of the Larragoiti Family, indirect controlling shareholders of the Company (Larragoiti Family) entered into a contract for the acquisition by Swiss Re of the units issued by the Company. B. Main business conditions: On December 2, 2013, Swiss Re completed the acquisition of 13,106,928 units issued by the Company, representing 13,106,928 common shares and 26,213,856 preferred shares, disposed by the Larragoiti Family, as informed in the Material Fact released on November 18, 2013. C. Parties: Swiss Re Direct Investments Company Ltd; Patrick Antonio Claude de Larragoiti Lucas, Chantal de Larragoiti Lucas, Christiane Claude de Larragoiti Lucas, Isabelle Rose Marie de Ségur Lamoignon and Sophie Maria Antoinette de Ségur. D. Resulting effects: With the completion of the transaction, Swiss Re became the holder of 3.9% interest in the total capital of SulAmérica, while the Larragoiti Family maintained total direct interest of 2.9%. 68 Reference Form – 2014 – SUL AMERICA S/A Version: 19 6.5 - Main corporate events occurred in the issuer, subsidiaries or associates E. Ownership interests before and after the transaction: Ownership interests before the transaction: Sul América S.A. CNPJ/MF # 29.978.814/0001-87 Shareholders(1) Sulasapar Participações S.A.. ING Insurance Internacional BV .. Individuals of the controlling stake......... Board members and executive officers.... Shares in free float.. Oppenheimer Developing Markets Fund ... International Finance Corporation ...... Other ............ Sub-Total ..................... Treasury shares... Total .................. EO(2) % EP(2) % Total % UNITS - 335,638,854 60.1171 - 0.0000 335,638,854 33.4531 45,722,166 8.1894 91,444,335 20.5491 137,166,501 13.6714 45,722,166 22,842,936 4.0915 45,685,878 10.2664 68,528,814 6.8303 22,842,936 157,965 153,946,193 0.0283 27.5737 315,930 307,558,440 0.0710 69.1135 473,895 461,504,633 0.0472 45.9981 157,965 99,664,434 24,659,033 4.9541 55,318,066 12.4309 82,977,099 26,455,026 99,832,134 4.7384 17.8812 52,910,052 199,330,317 11.8898 47.7929 79,365,078 299,162,451 7.9103 38.0878 26,445,026 99,832,134 558,308,114 6,297,600 564,605,714 100 445,004,578 12,595,201 457,599,779 100 1,003,312,692 18,892,801 1,022,205,493 100 222,501,560 222,501,554 27,659,033 Shareholding distribution according to the concept of BM&FBOVESPA. 222,501,560 of total common shares and 445,003,120 of total preferred shares comprising UNITS, each UNIT being formed by one common share and two preferred shares. In treasury shares there is one separate preferred share. The shareholders "Oppenheimer Developing Markets Fund" and "Intenational Finance Corporation" each holds noncontrolling interests over 5% of a same class of shares (PS), and, therefore, are shown in separate from the shares in free float of the Company. The increase of 5 preferred shares in treasury shares was caused by the result of the determination of fractional shares after the bid for the remaining amounts arising from share bonus. The increase of six units in free float was caused by the formation of units by the shareholders of the free float portion. The line "Shares in free float" corresponds to the subtotal that consolidates the following lines: "Oppenheimer Developing Markets Fund", "International Finance Corporation" and "Others". (1) (2) 69 Reference Form – 2014 – SUL AMERICA S/A Version: 19 6.5 - Main corporate events occurred in the issuer, subsidiaries or associates Ownership interests after the transaction: Sul América S.A. CNPJ/MF # 29.978.814/0001-87 Shareholders(1) Sulasapar Participações S.A.(3) ING Insurance Internacional BV .. Individuals of the controlling stake(4)......... Board members and executive officers.... Shares in free float.. Oppenheimer Developing Markets Fund ...... International Finance Corporation ...... Swiss Re Direct ……. Investments Company Ltd ……. Other ............ Sub-Total ............... Treasury shares... Total .......................... EO(2) % EP(2) % Total % UNITS 283,507,138 56.0219 52,131,716 10.4841 335,638,854 33.4531 26,065,858 45,722,166 9.0348 91,444,335 18.3901 137,166,501 13.6714 45,722,166 9,491,008 1.8755 18,982,022 3.8174 28,473,030 2.8379 9,491,008 157,965 167,186,787 0.0312 33.0366 315,930 334,373,625 0.0635 67.2449 473,895 501,560,412 0.0472 45.9904 157,965 167,186,088 27,659,033 5.4655 55,318,066 11.1249 82,977,099 8.2703 27,659,033 26,455,026 5.2276 52,910,052 10.6406 79,365,078 7.9103 26,455,026 13,106,928 99,965,800 506,065,064 6,297,600 512,362,664 2.5900 19.7535 100 26,213,856 199,931,651 497,247,628 12,595,201 509,842,829 5.2718 40.2077 100 39,320,784 299,897,451 1,003,312,692 18,892,801 1,022,205,493 3.9191 29.8907 100 13,106,928 99,965,101 248,623,085 248,623,085 Shareholding distribution according to the concept of BM&FBOVESPA. 248,623,085 of total common shares and 497,246,170 of total preferred shares comprising UNITS, each UNIT being formed by one common share and two preferred shares. (3) The conversion of 52,131,716 common shares of its ownership was made into an equal amounts of preferred shares, with the subsequent formation of 26,065,858 units. (4) The shareholders comprising the "Individuals of the Controlling Stake" performed, besides the transaction reported hereof, transactions on the market. In treasury shares there is one single preferred share. The shareholder "Oppenheimer Developing Markets Fund" holds noncontrolling interests over 5% of a same class of shares ( PS), and, therefore, is shown in separate from the shares in free float of the Company. The shareholders Swiss Re Direct Investments Company Ltd. and International Finance Corporation are signatories of the shareholders’ agreements with the Company and its parent company, and they are entitled to appoint a member to the Board of Directors of the Company, reason why they are shown in separate from the shares in free float. The line "Shares in free float" corresponds to the subtotal that consolidates the following lines: "Oppenheimer Developing Markets Fund", "International Finance Corporation", "Swiss Re Direct Investments Company Ltd" and " Others". (1) (2) 70 Reference Form – 2014 – SUL AMERICA S/A Version: 19 6.5 - Main corporate events occurred in the issuer, subsidiaries or associates November 18, 2013 A. Event: On November 18, 2013, the contract entered between Swiss Re Direct Investments Company Ltd (Swiss Re) and ING Insurance International B.V. (ING) for the acquisition by Swiss Re of the units issued by the Company. B. Main business conditions: On January 7, 2014, after the implementation of the conditions precedent provided for in the contract, Swiss Re completed the acquisition of 37,693,075 units, representing 37,693,075 common shares and 75,386,150 preferred shares issued by the Company, disposed by ING, as informed in the Material Fact released on November 18, 2013. C. Parties: Swiss Re Direct Investments Company Ltd; ING Insurance International B.V.; and Sul América S.A. D. Resulting effects: In view of the completion of the transaction and the effective transfer of the units, Swiss Re became the holder of a 14.9% interest in the capital of the Company, excluding Treasury Shares, while ING maintained a total interest (direct and by means of Amsterdã Holdings Ltda.) of 10.0%. E. Ownership interests before and after the transaction: Ownership interests before the transaction: Sul América S.A. CNPJ/MF # 29.978.814/0001-87 Shareholders(1) Sulasapar Participações S.A.(3) ING Insurance Internacional BV .. Individuals of the controlling stake (4).. Board members and executive officers.... Shares in free float.. Oppenheimer Developing Markets Fund ...... International Finance Corporation ...... Swiss Re Direct ……. Investments Company Ltd ……. Other ............ Subtotal ................ Treasury shares... Total ....................... EO(2) % EP(2) % Total % UNITS 283,507,138 56.0219 52,131,716 10.4841 335,638,854 33.4531 26,065,858 45,722,166 9.0348 91,444,335 18.3901 137,166,501 13.6714 45,722,166 9,491,008 1.8755 18,982,022 3.8174 28,473,030 2.8379 9,491,008 157,965 167,186,787 0.0312 33.0366 315,930 334,373,625 0.0635 67.2449 473,895 501,560,412 0.0472 45.9904 157,965 167,186,088 27,659,033 5.4655 55,318,066 11.1249 82,977,099 8.2703 27,659,033 26,455,026 5.2276 52,910,052 10.6406 79,365,078 7.9103 26,455,026 13,106,928 99,965,800 506,065,064 6,297,600 512,362,664 2.5900 19.7535 100 26,213,856 199,931,651 497,247,628 12,595,201 509,842,829 5.2718 40.2077 100 39,320,784 299,897,451 1,003,312,692 18,892,801 1,022,205,493 3.9191 29.8907 100 13,106,928 99,965,101 248,623,085 248,623,085 Shareholding distribution according to the concept of BM&FBOVESPA. 248,623,085 of total common shares and 497,246,170 of total preferred shares comprising UNITS, each UNIT being formed by one common share and two preferred shares. (3) The conversion of 52,131,716 common shares of its ownership was made into an equal amount of preferred shares, with the subsequent formation of 26,065,858 units. (4) The shareholders comprising the line "Individuals of the Controlling Stake" performed besides the transaction reported hereof, transactions on the market. In treasury shares there is one single preferred share. (1) (2) 71 Reference Form – 2014 – SUL AMERICA S/A Version: 19 6.5 - Main corporate events occurred in the issuer, subsidiaries or associates The shareholder "Oppenheimer Developing Markets Fund" holds noncontrolling interests over 5% of a same class of shares (PS), and, therefore, shown in separate from the shares in free float of the Company. The shareholders Swiss Re Direct Investments Company Ltd. and International Finance Corporation are signatories of shareholders’ agreements with the Company and its controlling interestholder, and are entitled to appoint a member to the Board of Directors of the Company, reason why they are shown in separate from the shares in free float. The line "Shares in free float" corresponds to the subtotal that consolidates the following lines: "Oppenheimer Developing Markets Fund", "International Finance Corporation", "Swiss Re Direct Investments Company Ltd" and "Others". Ownership interests after the transaction: Sul América S.A. CNPJ/MF # 29.978.814/0001-87 Shareholders(1) Sulasapar Participações S.A. EO(2) % EP(2) % Total % UNITS % 257,462,713 50.8754 42,866 0.0086 257,505,579 25.6655 21,433 0.0100 9,491,008 1.8755 18,982,022 3.8174 28,473,030 2.8379 9,491,008 3.8200 154,965 238,953,378 34,073,516 8,029,091 26,044,425 0.0312 47.2179 6.7330 1.5866 5.1465 315,930 477,906,810 68,147,035 16,058,185 52,088,850 0.0635 96.1104 13.7048 3.2294 10.4754 473,895 716,860,188 102,220,551 24,087,276 78,133,275 0.0472 71.4493 10.1883 2.4008 7.7875 157,965 238,952,679 34,073,516 8,029,091 26,044,425 0.0600 96.1100 13.7000 3.2300 10.4800 26,455,026 5.2276 52,910,052 10.6406 79,365,078 7.9103 26,455,026 10.6 400 50,800,003 10.0382 101,600,006 20.4325 152,400,009 15.1897 50,800,003 20.4 300 27,659,033 5.4655 55,318,066 11.1249 82,977,099 Other ............ Subtotal .................. 99,969,800 506,065,064 19.7535 100 199,931,651 497,247,628 40.2077 100 299,897,451 1,003,312,692 8.2703 29.8907 100 27,659,033 99,965,101 248,623,085 11.1 200 40.2100 100 Treasury shares... Total ............................ 6,297,600 512,362,664 Individuals of the controlling stake......... Board members and executive officers.... Shares in free float.. ING Consolidated* ..... International BV ... Amsterdã Holding ...... International Finance Corporation ...... Swiss Re Direct ……. Investments Company Ltd** ……. Oppenheimer Developing Markets Fund 12,595,201 509,842,829 18,892,801 1,022,205,493 248,623,085 Shareholding distribution according to the concept of BM&FBOVESPA. 248,623,085 of total common shares and 497,246,170 of total preferred shares comprising UNITS, each UNIT being formed by one common share and two preferred shares. In treasury shares there is one single preferred share. The shareholder "Oppenheimer Developing Markets Fund" holds noncontrolling interests over 5% of a same class of shares (PS), and, therefore, is separated from the shares in free float of the Company. (1) (2) The shareholders ING Insurance International, Intenational Finance Corporation, Amsterdã Holdings Ltda. and Swiss Re Direct Investments Company Ltd. are signatories of shareholders’ agreements with the Company and its controlling interestholder and are entitled to appoint a member to the Board of Directors of the Company, reason why they are shown in separate from the shares in free float. Total generated for information purposes only. ** Swiss Re Direct Investments Company Ltd. holds 14.9% in total capital stock of the Company, including the Treasury Shares, and 15.19% excluding the Treasury Shares. The line "Shares in free float" corresponds to the subtotal that consolidates the following lines: "ING Consolidated", "Oppenheimer Developing Markets Fund", "International Finance Corporation", "Swiss Re Direct Investments Company Ltd." and "Others". 72 Reference Form – 2014 – SUL AMERICA S/A Version: 19 6.6 - Information on the petition for bankruptcy based on material amount or court or out-of-court reorganization proceedings Until the issue date of this Reference Form, no petition for bankruptcy or court or out-of-court reorganization proceedings of the Company or of any of its subsidiaries was filed. 73 Reference Form – 2014 – SUL AMERICA S/A Version: 19 6.7 - Other significant information There is no Other significant information on this item. 74 Reference Form – 2014 – SUL AMERICA S/A Version: 19 7.1 - Description of the activities of the issuer and its subsidiaries Sul América S.A. is a corporation headquartered in the capital of the state of Rio de Janeiro, on Rua Beatriz Larragoiti Lucas, nº121, parte, CEP 20.211-903, with shares listed in the Level 2 of Differentiated Corporate Governance Practices of the Securities, Commodities and Futures Exchanges (BM&FBOVESPA) under the trading symbol “SULA11”. The Company’s shares are traded as certificates of stocks, named Units (composed of one common share and two preferred shares). The Company’s corporate purpose, according to its Bylaws, is the management of its assets and holding of interests in other companies. The Company holds interests in companies that mainly carry out insurance, private pension and asset management operations. In consolidated terms, SulAmérica occupies the fourth position in the ranking of Brazilian insurance companies in terms of insurance premiums, according to the data of SUSEP and ANS released in September 2013, being the largest independent insurance group in Brazil. SulAmérica operates in the Brazilian insurance sector since 1895, the year when it was founded, providing a wide range of products and services to individuals and companies throughout the national territory. SulAmérica’s businesses are conducted by the following operating subsidiaries: (i) Sul América Companhia de Seguro Saúde: controlled by Sul América Companhia Nacional de Seguros (65.14%), it operates in the segment of individual and group heath and dental insurance, and has the corporate purpose of operating solely in the health insurance line, being able to hold interests in other companies. Sul América Companhia de Seguro Saúde is overseen by the ANS. (ii) Sul América Saúde Companhia de Seguros: controlled by Sul América Companhia de Seguro Saúde (100.0%), it operates in the segment of group health and dental insurance for clients from Banco do Brasil, and has the corporate purpose of operating solely in the health insurance line, being able to hold interests in other companies. Sul América Saúde Companhia de Seguros is overseen by the ANS. (iii) Sul América Companhia Nacional de Seguros: controlled by Saepar Serviços e Participações S.A. (75.55%), it operates in the segment of automobile and other property and casualty insurance, and has the corporate purpose of operating in life insurance and private pension and property and casualty insurance, in any of their modalities or types, being able to hold interests in other companies, throughout the national territory. Sul América Companhia Nacional de Seguros is overseen by SUSEP. (iv) Sul América Companhia de Seguros Gerais: controlled by Sul América Companhia Nacional de Seguros (52.69%), it operates in the segment of automobile and other property and casualty insurance, and has the corporate purpose of operating property and casualty insurance, in any of their modalities or types, being able to hold interests in other companies, in the states of Rio de Janeiro, Espírito Santo and Minas Gerais. Sul América Companhia de Seguros Gerais is overseen by the SUSEP. (v) Sul América Seguros de Pessoas e Previdência S.A.: controlled by Sul América Companhia de Seguro Saúde (100.0%), it operates in the segment of life insurance and private pension, and has the corporate purpose of operating life insurance and publiclyheld private pension, in any of their modalities or types, being able to hold interests in other companies, throughout the national territory. Sul América Seguros de Pessoas e Previdência S.A. is overseen by the SUSEP. 75 Reference Form – 2014 – SUL AMERICA S/A Version: 19 7.1 - Description of the activities of the issuer and its subsidiaries (vi) Sul América Investimentos Distribuidora de Títulos e Valores Mobiliários S.A.: controlled by Sul América Companhia de Seguro Saúde (100.0%), it operates in the segment of securities distribution, being thus subject to the legislation applicable to financial institutions and the inspection and regulation by the Brazilian Central Bank and the CVM, having as corporate purpose: (a) underwrite separately or in consortium with other authorized companies the issues of securities for resale; (b) intermediate the placement of issues of securities in the market; (c) buy and sell securities on its own behalf or on behalf of third parties; (d) be in charge of the administration of portfolios and custody of securities; (e) be in charge of the underwriting, transfer and certification of endorsements, split of share certificates, receipt and payment of redemptions, interest rates and other proceeds arising from securities; (f) exercise the duties of the fiduciary; (g) operate in the checking accounts with its clients, which cannot be done by checks; (h) set up, organize and manage mutual funds and investment clubs; (i) incorporate investments companies – foreign capital and administrate the respective portfolio of securities; (j) provide services of intermediation and technical, administrative and business advisory or assistance, in operations and activities in the financial and capital markets, operate as intervening party drawee of bills of exchange in transactions of credit, financing and investment companies, as well as act as correspondent of other institutions authorized to operate by the Brazilian Central Bank; (l) grant to its clients financing for buying securities, as well as lend securities for sale (margin account), having observed the regulation to be issued by the CVM, previously listened to the Brazilian Central Bank; (m) operate resale commitments; (n) practice buy and sell transactions, in the physical market of precious metals, on its own behalf or on behalf of third parties; (o) operate in futures exchange, on its own account or on account of third parties; (p) intermediate public offering of securities; (q) perform other activities authorized by the Brazilian Central Bank or by the CVM, throughout the national territory. Sul América Investimentos Distribuidora de Títulos e Valores Mobiliários S.A. is overseen by the Brazilian Central Bank. (vii) Sul América Odontológico S.A.: controlled by Sul América Companhia de Seguro Saúde (100.0%), it operates in the segment of healthcare segment, with prepaid administered plans, has the corporate purpose of operating private dental healthcare plans, in its own or third parties dental network, being able to hold interests in other companies, throughout the national territory. Sul América Odontológico S.A. is overseen by the ANS. (viii) Sul América Serviços de Saúde S.A.: controlled by Sul América Companhia de Seguro Saúde (100.0%), it operates in the segment of healthcare, with Administrative Services Only (ASO), has the corporate purpose of operating private health care plans in the medical-hospital and/or Dental segmentation and the administration of medical services, planning, advisory and coordination of health plans and other benefits, advisory and regulation in the settlement of claims in the medical and/or hospital care plans, being able to hold interests in other companies, throughout the national territory. Sul América Serviços de Saúde S.A. is overseen by the ANS. (ix) Saepar Serviços e Participações S.A.: controlled by Sul América S.A. (100.0%), it operates in the segment of 24-hour care operations, has the corporate purpose of administering own and third party assets, and holding interests in other companies, whether civil or business ones, particularly in the insurance area, as well as the setting up of ventures and provision of services in general, especially in the heath line, throughout the national territory. Saepar Serviços e Participações S.A. is not overseen by any government agency and/or agency. 76 Reference Form – 2014 – SUL AMERICA S/A Version: 19 7.1 - Description of the activities of the issuer and its subsidiaries (x) Sul América Santa Cruz Participações S.A.: controlled by Sul América Companhia de Seguro Saúde (100.0%), it has the corporate purpose of holding interest solely in companies authorized to operate by the Superintendency of Private Insurance, throughout the national territory. Sul América Santa Cruz Participações S.A. is not overseen by any government agency and/or agency. (xi) Sul América Capitalização S.A. (SULACAP): controlled by Sul América Santa Cruz Participações S.A. (87.25%), it operates in the segment of guaranteed investments, has the corporate purpose of setting up guaranteed investments, upon a savings bonds system, being able to hold interest in other companies, throughout the national territory. A Sul América Capitalização S.A. (SULACAP) is overseen by SUSEP. (xii) Cival Reinsurance Company Ltd.: controlled by Saepar Serviços e Participações S.A. (100%), it has the corporate purpose of operating reinsurance and is an inoperative company. Cival Reinsurance Company. Is not overseen by any government agency and/or agency The Company’s organizational structure is shown in Item 8.2, “Organization Chart of the Economic Group”, of this Reference Form. 77 Reference Form – 2014 – SUL AMERICA S/A Version: 19 7.2 - Information on operating segments a) Products and services SulAmérica, through its operating subsidiaries, offers products and services in the health, property and casualty (composed of automobile and other property and casualty lines), life and private pension (it also includes private pension operations), savings bonds, and others, in which occupational health and care operations are considered, besides financial operations. As of December 31, 2012, SulAmérica had approximately 7.0 million clients, and reported in the fiscal year then-ended, total consolidated revenue of R$12,217.9 million, with a total of R$16,962.0 million in consolidated assets. Based on SUSEP and ANS data and internal records, the SulAmérica operating subsidiaries are among the leaders in the main business lines, reaching: the 2nd position in the ranking of insurance companies specialized in health insurance in terms of insurance premiums in September 2013, with a market share of approximately 33.3% and 2.7 million members; the 4th position in the ranking of automobile insurance in terms of insurance premiums, with a market share approximately 9.7% and 1.5 million insured vehicles in November 2013; and the 8th position in the ranking of private pension in terms of technical reserves, with a market share of approximately 1.1% in December 2012. SulAmérica’s products and services are commercialized by means of a wide and diversified distribution network that had, in December 2013, more than 30,000 brokers, in addition to affinity groups, employers, joint ventures, strategic alliances and commercial agreements for the sales of products with some of the main financial institutions operating in Brazil. The Company believes that this distribution strategy allows current and potential clients to have greater access to its product and service portfolio by means of the channel of their choice. b) Revenue by segment and its share in the net revenue of the Company In the fiscal year ended December 31, 2013, 96.6% of SulAmérica’s revenues was from insurance premiums of the segments of: (i) health; and (ii) property and casualty (automobile and other property and casualty lines). The segment of life and private pension complement the total with 3.4%. The other segments (savings bonds and others) are already recorded as operating income in the consolidated statements of the Company, thus not presenting any premiums amount. The chart below shows the composition of total consolidated revenues by each business line in the fiscal years ended December 31, 2013, 2012 and 2011: Year ended December 31 2012 2011 Health ................... Property and casualty Life and private pension Savings bonds ....... Other .................. Total ................... Written premiums Share by segment Written premiums 6,137 67.3% 7,330 2,528 27.7% 2,611 460 5.0% 9,125 100.0% Share by segment 2013 Written premiums Share by segment 8,445 70.2% 25.1% 3,169 26.4% 470 4.5% 408 3.4% 10,411 100.0% 12,022 100.0% (In R$ million) 70.4% 78 Reference Form – 2014 – SUL AMERICA S/A Version: 19 7.2 - Information on operating segments c) Profit or loss by segment and its share in the net income of the Company The following chart shows SulAmérica’s net income by each business segment, with the respective share of consolidated balance, in 2013, 2012 and 2011. Year ended as of December 31, 2012 2013 2011 Net income Health ........................ Property and casualty Life and private pension Savings bonds ............. Other ........................ Total ......................... 295.3 169.5 (31.5) 12.3 445.7 % of Total 66.3% 38.0% (7.1)% 2.8% 100.0% Net income 282.8 83.7 54.4 62.5 483.2 % of Total (In R$ million) 58.5% 17.3% 11.3% 12.9% 100.0% Net income % of Total 349.6 122.6 (50.0) 36.9 28.1 487.2 71.7% 25.2% (10.3%) 7.6% 5.8% 100.0% 79 Reference Form – 2014 – SUL AMERICA S/A Version: 19 7.3 - Information on the products and services related to the operating segments a) Characteristics of the production process. Not applicable. b) Characteristics of the distribution process. In insurance and savings bonds segments, SulAmérica distributes its products and services through a business structure of nearly 30 thousand independent insurance brokers and distribution partnerships with more than 20 financial and retail institutions. The Company has dedicated relationship channels with insurance brokers, who rely on resources and an information technology infrastructure devised to provide easy access to several services, among which the online submission of proposals, and consultation on commission statements and notifications related to products and services. Another innovative channel developed by the Company was the Rádio Corretor SulAmérica (SulAmérica Broker Radio), accessible on the website www.portaldocorretor.com.br, that has an exclusive programming, providing wide coverage of the insurance sector, such as the movements in the market, events, courses, sales tips and news about the group: launches, promotions, sponsorships and results of sales incentive campaigns of SulAmérica. In addition, in order to better acknowledge the contributions from insurance brokers, incentivize their success and motivate them even more, SulAmérica has intensified its sales incentive campaigns, offering brokers several prizes and the possibility for participating in a program that provides additional commissions in the Brazilian market. As a result of this successful partnership, the satisfaction rate of Company’s brokers has been constantly rising. Based on its robust experience, developed from over more than 118 years of operations, SulAmérica has refined its ability to enter with agility and transparency into distribution partnerships with several financial institutions, thus enabling the expansion of the scope of its distribution structure. In order to give support to the work carried out by insurance brokers, SulAmérica has a sales support infrastructure based on 86 branches, in addition to over 100 presence points throughout the national territory. Branches prioritize the development of new businesses and the identification of new sales opportunities. The branch activities receive support from broker service centers, which render a wide range of services to the independent insurance brokers network, such as office infrastructure, quotations, submission of proposals and claims reports, as well as information on products and services. The sales offices also provide local support to sales and business units, so that they are able to obtain information to support the issuance of policies and claim settlement activities. SulAmérica makes continuous investments in improvements to its network of sales branches and offices, in order to increase its competitiveness. This network provides assistance in getting into certain local markets, making it to provide timely quality services, and thus increase brand awareness and recall among clients and independent insurance brokers. 80 Reference Form – 2014 – SUL AMERICA S/A Version: 19 7.3 - Information on the products and services related to the operating segments SulAmérica’s Concierge Auto Centers (C.A.S.As.) model is a new concept of auto claim service in the Brazilian market. In the automobile service center, all stages related to claim management are followed, from the time the damaged vehicle checks-in, including the inspection and directing to the shop for repair, the detailed control of the performed services, to the time the vehicle is returned to the policyholder. In December 2013, SulAmérica had 37 C.A.S.A.s located in the main Brazilian cities, as shown in the map below: SulAmérica develops and runs sales offices specialized in life insurance and private pension products, which provide independent brokers with full infrastructure and assistance from the sales support team. As of December 31, 2013, SulAmérica had nearly 20 units for such purpose, located in the main Brazilian cities, including São Paulo, Rio de Janeiro, Belo Horizonte and other Brazilian capital cities. The Internet is also used as means to generate businesses. On SulAmérica’s website (www.sulamerica.com.br) there is information on the portfolio of products and services, and order forms for broker visit. On the website policyholders are also able to find physicians, clinics, hospitals, auto repair shops and other useful information on the network of outsourced service providers, as well as follow their claim regularization process. The product distribution process of Sul América Investimentos Distribuidora de Títulos e Valores Mobiliários S.A. is carried out by means of: (i) financial institutions through partnerships; (ii) family offices; (iii) stockbrokers; (iv) distributors and; (v) marketing & sales team of Sul América Investimentos Distribuidora de Títulos e Valores Mobiliários S.A. 81 Reference Form – 2014 – SUL AMERICA S/A Version: 19 7.3 - Information on the products and services related to the operating segments c) Characteristics of the markets in which the Company operates The discussion of SulAmérica’s business segments takes into account the structure used by Management in the analysis of profit or loss for making decisions, composition and presentation of the segments with similar characteristics, risks and returns in internal reports, and relevance of such information. The business segments adopted by Management are as follows: Description Health Property & Casualty Consolidated 2013 Life & Private Savings Pension bonds Written premiums..................................... Earned premiums..................................... Retained claims. .......................................... Benefit expenses ......................................... Acquisition costs.......................................... Gross margin............................................ Other operating revenues and expenses........... Net operating income from savings bonds....... Net operating income from private pension...... Net operating income from ASO..................... 8,444,911 8,409,249 (6,829,120) – (519,043) 1,061,086 (201,101) – – 27,979 3,169,072 2,932,938 (1,735,439) – (639,088) 558,411 (67,701) – – – 407,690 427,686 (225,914) (16,767) (134,222) 50,783 (47,769) – 17,143 – Net operating income from asset management Administrative expenses................................ Tax expenses.............................................. Investment income..................................... .Equity interest and other income / expenses... Income before income tax and social contribution............................................ – (439,500) (103,099) 188,290 8,916 – (452,095) (75,068) 223,217 3,523 542,571 Provision for income tax and social contribution................................. Profit or loss after income tax and social contribution.............................................. Company’s owners…………. ............................. Noncontrolling interests……………………………………. Net income for the year……………….......... Other – – – – – Total – 43,844 – – – – – – – – 2,600 (3,504) – – 12,021,673 11,769,873 (8,790,473) (16,767) (1,292,353) 1,670,280 (313,971) 40,340 17,143 27,979 – (122,913) (15,602) 39,065 1,302 – (38,085) (4,333) 6,792 28,631 45,656 (49,210) 48,206 11,702 119 45,656 (1,101,803) (149,896) 469,066 42,491 190,287 (77,991) 36,849 55,569 747,285 (193,021) (67,688) 27,983 24 (27,430) (260,132) 349,550 349,550 122,599 122,599 (50,008) (50,008) 36,873 30,149 349,550 122,599 (50,008) 6,724 36,873 28,139 28,139 28,139 487,153 480,429 6,724 487,153 Consolidated 2012 Description Health Property & Casualty Life & Private Pension Savings bonds Other Written premiums.................................. Earned premiums.................................... Retained claims ......................................... Benefit expenses ........................................ Acquisition costs......................................... Gross margin.......................................... Other operating revenues and expenses........... Net operating income from private pension...... Net operating income from ASO..................... 7,329,964 7,298,834 (5,905,306) – (460,541) 932,987 (163,709) – 24,272 2,610,798 2,606,040 (1,620,232) – (498,329) 487,479 (92,396) – – 469,950 535,421 (212,814) (28,829) (129,572) 164,206 (54,981) 14,601 – Net operating income from asset management Profit or loss from health care...................... Administrative expenses............................... – (425,721) – (421,155) – (117,349) 44,865 (27,137) 44,865 (991,362) Tax expenses.............................................. Investment income....................................... Equity interest and other income / expenses.... Profit or loss before income tax and social contribution…………………………………….. ….. Provision for income tax and social contribution................................................. (116,009) 209,341 1,697 (73,600) 238,370 513 (22,075) 103,323 236 (6,514) 13,673 (322) (218,198) 564,707 2,124 (180,107) Profit or loss after income tax and social 462,858 139,211 – – – – – – – – – Total 10,410,712 10,440,295 (7,738,352) (28,829) (1,088,442) 1,584,672 (311,086) 14,601 24,272 87,961 24,565 714,595 (55,559) (33,573) 37,892 (231,347) 282,751 83,652 54,388 62,457 483,248 Company’s owners....................................... 282,751 83,652 54,388 62,457 483,248 82 Net income for theyear................................. 282,751 83,652 54,388 62,457 483,248 Reference Form – 2014 – SUL AMERICA S/A Version: 19 7.3 - Information on the products and services related to the operating segments Description Written premiums.............................................................. Earned premiums.............................................................. Retained claims……………….............................................. Benefit expenses.................................................................. Acquisition costs.................................................................. Gross margin.................................................................... Other operating revenues and expenses Net operating income from private pension......................... Net operating income from ASO…………………………........ Net operating income from asset management…………….. Administrative expenses....................................................... Tax expenses....................................................................... Investment Income……………….......................................... Equity interest and other income / expenses........................ Profit or loss before income tax and social contribution ................................................. Provision for income tax and social contribution.............................................................. Amortization of deferred tax asset........................................ Net income for the year…………………............................ Health 6,136,840 6,110,994 (4,886,335) Property & Casualty – (416,522) 808,137 (129,316) – 30,472 – (435,358) (79,663) 267,228 4,941 – (522,835) 402,458 (75,781) – – – (288,468) (56,147) 283,305 2,410 459,932 344,702 (200,077) (20,620) (117,622) 6,383 (51,720) 12,339 – – (98,857) (13,427) 94,933 666 466,441 267,777 (49,683) (171,138) 295,303 2,528,031 2,488,851 (1,563,558) Consolidated 2011 Life & Private Pension (98,249) 169,528 18,228 (31,455) Other – – – – – – (655) (29) (722) 26,400 (16,160) (3,174) 12,644 1,076 19,380 (7,074) 12,306 Total 9,124,803 8,944,547 (6,649,970) (20,620) (1,056,979) 1,216,978 (257,472) 12,310 29,750 26,400 (838,843) (152,411) 658,110 9,093 703,915 (258,233) – 445,682 For the analysis of the insurance market as a whole, the Company opted to present information that is in public domain and comparable sources (ANS and SUSEP), according to the most appropriate structure, in order to provide a better understanding of the sector. I. Insurance market1 The insurance market in Brazil has grown significantly in recent years, resulting from the economic stabilization over the last two decades. The “Plano Real” moved Brazil into a new era of economic growth. According to the statistics released by the Central Bank of Brazil (Bacen) and the Brazilian Institute of Geography and Statistics (IBGE), the inflation rates, measured by the Extended National Consumer Price Index (IPCA), reduced significantly and stabilized, reaching 5.9% in 2013. The statistics also show that the base interest rate (Selic) also fell, reaching an average of 9.9% in 2013. This stability environment fostered GDP growth and, consequently, GDP per capita. The latter indicator showed significant advancements, increasing from US$3.1 thousand per year in 2003 to nearly US$11.1 thousand per year in 2013. Unemployment levels plummeted over the same comparative period, dropping from 10.9% in 2003 to 4.3% in 2013, according to the IBGE. Economic stability and consequent increase in the real family income also provoked the expansion of the A, B and C classes in Brazil. According to the IBGE’s statistics and projection, the three classes in aggregate accounted for nearly 49% of the population in 2005. In 2010, they accounted for 75%. For 2030, the estimate is that they account for 79% of the Brazilian population. 1 The insurance premiums of SulAmérica and other groups presented here differ from those included in the market releases and balance sheets of such companies once the market data presented in this document was taken from the statistics of SUSEP and ANS. 83 Reference Form – 2014 – SUL AMERICA S/A Version: 19 7.3 - Information on the products and services related to the operating segments The Brazilian economic expansion provided for a significant growth in all lines of the insurance sector. The insurance revenue in Brazil is mainly generated from the sales of insurance policies of the following lines: (i) auto; (ii) other property and casualty; (iii) health; and (iv) life and personal accident and private pension (excluding VGBL), life and personal accident policies insurance). The table below shows the change in the consolidation of insurance premiums for the indicated periods in the several lines in which SulAmérica operates. Insurance Premium – Health, Auto, Other Property and Casualty , Life and Private Pension Period Change (in millions of R$) 38,710.3 43,625.4 46,994.0 55,527.3 58,132.5 67,432.7 78,325.8 88,554.0 66,047.9 77,995.9 2005 ................................................................. 2006 ................................................................. 2007 ................................................................. 2008 ................................................................. 2009 ................................................................. 2010 ................................................................. 2011 ................................................................. 2012 ................................................................. 9M12................................................................. 9M13................................................................. – 12.7% 7.7% 18.2% 4.7% 16.0% 16.2% 13.1% – 18.1% Source: SUSEP and ANS. Not including VGBL premiums Despite the strong growth in Insurance Premiums observed over recent years, the Brazilian insurance market penetration as compared to the rest of the world is still low, according to the “sigma” report # 03/2013, released by the reinsurer Swiss Re. The data provided in this report shows that the insurance premium-to-GDP ratio was 3.7% in 2012, while the worldwide average over the same period was 6.5%. The current penetration ranks Brazil number 42 in the world in 2012. The table below shows the total volume and percentage of insurance premiums, by segment, excluding VGBL premiums, for 2011, 2012, 9M12 and 9M13. Insurance segment Auto......... Other property and casualty... Health(1) ........... Life & private Pension............ TOTAL............. 2011 Insurance Premiums Market Share 2012 Insurance Premiums Market Share 9M12 Insurance Premiums Market Share 9M13 Insurance Premiums Market Share 21,330.6 27.2% 24,754.0 (in millions of R$) 27.9% 18,037.5 27.3% 21,681.3 27.8% 21,126.8 16,762.5 19,105.9 27.0% 21.4% 24.4% 23,163.8 18,769.7 21,866.5 29.2% 21.2% 24.7% 17,347.0 14,598.8 16,064.6 26.3% 22.1% 24.3% 20,333.7 16,927.2 19,053.7 26.1% 21.7% 24.4% 78,325.8 100.0% 88,554.0 100.0% 66,047.9 100.0% 77,995.9 100.0% Source: SUSEP and ANS. (1) Corresponds to Insurance Premiums of insurance companies specialized in health. 84 Reference Form – 2014 – SUL AMERICA S/A Version: 19 7.3 - Information on the products and services related to the operating segments Following the breakdown of the insurance market, the table below shows the total volume of insurance premiums, excluding VGBL premiums, of the five largest insurance groups in Brazil, as well as their respective market shares in the indicated periods. 2011 Insurance group Insurance Premiu Bradesco ............. BB-Mapfre ........... SulAmérica ........ Porto Seguro........ Itaú-Unibanco ...... Other ................ 2012 15,270.5 9,724.0 9,244.2 8,346.0 6,297.4 29,444.0 78,325.8 Total .................. Insurance Premium s Market Share 19.5% 12.4% 11.8% 10.7% 8.0% 37.6% 100.0% 19,587.0 11,348.2 11,106.1 9,484.8 6,728.0 30,300.0 88,554.0 9M12 Insurance Market Premium Share (In millions of R$) 22.1% 12.8% 12.5% 10.7% 7.6% 34.2% 100.0% 9M13 Market Share 13,146.8 8,344.5 7,801.1 6,766.4 5,161.6 24,827.6 66,047.9 19.9% 12.6% 11.8% 10.2% 7.8% 37.6% 100.0% Insurance Premium Market Share 15,435.56 10,321.88 8,473.92 7,924.41 5,960.12 29,880.00 77,995.90 19.79% 13.23% 10.86% 10.16% 7.64% 38.31% 100.00% Source: SUSEP and ANS. It does not include VGBL premiums In 2013, according to SUSEP, the largest portion of insurance premiums was generated in the Southeastern Region (SP, RJ, MG and ES), approximately 70%, which account for the largest GDP share in the country. The following table shows the distribution of insurance premiums among the Brazilian States in the indicated periods. Main states 2011 São Paulo ........................... Rio de Janeiro...................... Minas Gerais ....................... Paraná ............................... Rio Grande do Sul ................ Other................................ Total ................................. 48.60% 10.70% 7.20% 6.30% 5.60% 21.50% 100.00% 2012 48.90% 9.20% 7.70% 6.50% 6.20% 21.50% 100.00% 9M12 9M13 40.57% 7.94% 6.81% 5.58% 5.36% 33.75% 100.00% 45.82% 11.88% 7.70% 6.62% 5.92% 22.05% 100.00% Source: SUSEP I.1 Private health care The legal framework for the regulation of the private health care operators includes health insurance, post-payment (ASO) plans, medical cooperatives, benefit administrators, dental cooperatives, group dental and other private health care entities. According to the ANS, the total revenue from the private health care industry was R$81.2 billion in the first nine months in 2013. The increase in the costs of the private health care services offered by hospitals, laboratories and physicians, along with the increase in the Brazilian population’s purchasing power, have contributed to growth in the private health insurance sector in Brazil in recent years. Meanwhile, the number of companies purchasing private health care products and dental coverage to their employees has grown considerably, thus reflecting the trend in Brazil for companies offering this type of product in the standard benefits package. In the end of 2012, the private health care segment had a total of 66.4 million beneficiaries. The table below shows the distribution of healthcare beneficiaries by plan type and beneficiary growth from 2010 to September 2013. Beneficiaries of private health care plans by type Period 2010 ....... 2011 ....... 2012 ....... 9M13 ...... Medical Assistence (without dental plan) 44,997,412 46,299,636 47,896,324 49,032,912 Change – 2.9% 3.4% 2.4% Dental only 14,476,813 16,904,963 18,938,304 19,531,839 Change – 16.8% 12.0% 3.1% Total 59,474,225 63,204,599 66,834,628 68,564,751 Change – 6.3% 5.7% 2.6% Source: ANS 85 Reference Form – 2014 – SUL AMERICA S/A Version: 19 7.3 - Information on the products and services related to the operating segments I.1.1 Health Insurance Based on information released by the ANS, in its June 2013 issue of the Caderno de Informação da Saúde Suplementar, the revenue from the Private Health Insurance market in Brazil grew from R$28.2 billion in 2003 to nearly R$93.1 billion in 2012, which represents a annualized growth of 14.3%. The market has also reported a significant growth in new members, from 32.1 million in 2003 to a total of 48.6 million members in the end of 2012. Dental plans posted a growth in revenue even higher over the same period, from approximately R$0.5 million in 2003 to R$2.3 million in 2012, that is, nearly 18.3% of annualized growth. The total number of members with dental plans increased in line with the growth in total revenue, from 4.3 million in 2003 to nearly 18.8 million in the end of 2012. According to the ANS data, the health insurance segment is the fourth largest in terms of insurance premiums in the Brazilian insurance sector. According to the ANS data, in the first nine months of 2013, health insurance premiums accounted for approximately R$16.9 billion (or 21.7% of total insurance premiums in Brazil), 15.9% up on 9M12. The table below shows the change in health insurance premiums in Brazil, from 2005 to 2012, in addition to the first nine months in 2012 and 2013. Period Health Insurance Premiums Change (in millions of R$) 2005 .................................................................... 2006 .................................................................... 2007 .................................................................... 2008 .................................................................... 2009 .................................................................... 2010 .................................................................... 2011 .................................................................... 2012 .................................................................... 9M12.................................................................... 9M13.................................................................... – 10.6% -1.6% 28.4% 10.9% 14.7% 19.3% 12.0% – 15.9% 7,912.5 8,749.9 8,608.4 11,054.3 12,258.8 14,056.1 16,762.5 18,769.7 14,598.8 16,927.2 Source: ANS. According to ANS data, SulAmérica and Bradesco Seguros are the main companies in the health insurance line in Brazil and accounted for approximately 73.5% of all insurance premiums of this segment in 9M13. The table below shows, in the indicated periods, the market shares of the five main health insurance groups in Brazil that, in period, accounted for 93.4% of all health insurance premiums. Insurance Group Bradesco ........ SulAmérica ... Porto Seguro... Unimed Seguros ....... Allianz............ Other ............. 2011 Market Revenues Share 2012 Market Revenues Share Revenues (in millions of R$) 7,528.70 6,095.40 852.1 7,743.80 7,307.20 967.6 644.8 518.1 1,123.40 Total ............. 16,762.50 44.90% 36.40% 5.10% 3.80% 3.10% 6.70% 100.00% 800.8 594.7 1,355.60 18,769.70 41.30% 38.90% 5.20% 4.30% 3.20% 7.20% 100% 9M12 Market Share 6,480.8 5,372.0 726.8 580.8 437.5 1,000.9 14,598.8 44.39% 36.80% 4.98% 3.98% 3.00% 6.86% 100% 9M13 Market Share Revenues 8,158.02 5,630.55 745,397 761,769 518,044 1,113.39 16,927.17 48.19% 33.26% 4.40% 4.50% 3.06% 6.58% 100% Source: ANS. 86 Reference Form – 2014 – SUL AMERICA S/A Version: 19 7.3 - Information on the products and services related to the operating segments The table below shows the main operating performance ratios of the five main market players in the health insurance market in September 2013. Insurance group Bradesco ................................................. SulAmérica............................................. Unimed Seguros ..................................... Porto Seguro ............................................ Allianz ...................................................... Total Market ............................................ September 30, 2013 YTD Loss Ratio Acquisition costs 86.9% 84.2% 78.4% 79.0% 81.2% 85.5% 5.10% 6.10% 5.40% 8.00% 8.80% 5.80% Gross Margin1 8.10% 9.70% 16.20% 13.00% 10.00% 8.80% Source: ANS (1) Gross margin is equal to earned premiums, less retained claims and acquisition costs, divided by earned premiums. I.1.1.1 Non-Insurance Companies in the Private Health Sector In addition to the health insurance companies, the private health care sector is composed of the following types of private health care operators: Benefit administrator: legal entity that proposes the acquisition of group plan in the capacity of third-party administration company or that provides services to companies acquiring group private health care plans. Self-administrator: entity that operates health care services or companies that take responsibility for private health care plan, solely aimed at offering coverage to active employees of one or more companies, members of a certain professional category, retirees, pensioners and former employees, as well as their respective appointed family groups. Medical cooperative: healthcare operator that is set up as a not-for-profit association of physicians, on the terms of Law No. 5,764, of December 16, 1971, that sells or administrates health care plans. Dental cooperative: dental operator that is set up as a not-for-profit association of dentists, on the terms of Law No. 5,764, of December 16, 1971, that sells or administrates only dental health care plans. Philanthropy: not-for-profit healthcare operator that provides private health insurance plans and that has obtained a philanthropic entity certificate from the National Social Assistance Council (CNAS). Group medicine: healthcare operator that sells or administers private health plans, except for those classified into the administrator, medical cooperative, self-administrator, philanthropy or insurer specialized in health. Group dental: dental operator plans. that is set up as a company that sells or administrates dental 87 Reference Form – 2014 – SUL AMERICA S/A Version: 19 7.3 - Information on the products and services related to the operating segments The following tables consolidate the distribution of revenue by operator type in the Brazilian private health care system in September 2013, and the number of operators per type in March 2013. Type of healthcare operators st 1 st 2 st 3 st 4 st 5 st 6 st 7 st 8 Revenues (in millions of R$) 28,104,638 23,429,427 16,927,173 8,760,591 1,619,538 1,333,084 701,377 297,290 81,173,118 Medical Cooperative ........................................................................ Group Medicine .............................................................................. Insurance Company ........................................................................ Self-administrator ............................................................................ Philanthropy..................................................................................... . Group Dental.................................................................................. Benefit Administrator....................................................................... Dental Cooperative ........................................................................ Total ............................................................................................ Source: ANS Type st 1 nd 2 rd 3 th 4 th 5 th 6 th 7 8th Number of operators Specialized Health Insurer ………….. ............................................ Benefit Administrator....................................................................... Philanthropy..................................................................................... Dental Cooperative ......................................................................... Self-administrator............................................................................. Group Dental................................................................................... Health Cooperative ......................................................................... Group Medicine .............................................................................. Total ...................................................................... 13 96 86 118 208 292 323 377 1,513 Source: ANS I.1.1.2 Dental Plans According to the ANS, the market of private dental plans in Brazil is composed of approximately 18.6 million beneficiaries as of December 31, 2012. Dental coverage is offered mostly through group dental companies and dental cooperatives which, as of December 31, 2012, accounted for approximately 2.6% (R$2.09 billion) of the total revenue from the private health care market in Brazil, according to the same source. The table below shows the development and change in dental health insurance premiums between 2005 and 2012, in addition to the first nine months in 2012 and 2013. Period Health Care Revenue – Dental Change (in millions of R$) 2005 ............................................................... 2006 ............................................................... 2007 ............................................................... 2008 ............................................................... 2009 ............................................................... 2010 ............................................................... 2011 ............................................................... 2012 ............................................................... 9M12............................................................... 9M13............................................................... 743.5 910.5 1,082.6 1,176.4 1,340.9 1,701.5 2,055.5 2,791.1 1,878.9 2,090.9 – 22.5% 18.9% 8.7% 14.0% 26.9% 20.8% 35.8% – 11.3% Source: ANS 88 Reference Form – 2014 – SUL AMERICA S/A Version: 19 7.3 - Information on the products and services related to the operating segments I.2 Auto insurance According to the SUSEP information, the automobile insurance line accounted for 27.8% of total insurance premiums in Brazil in November 2013, revenues amounting to R$26.5 billion of total premiums, which represented a growth of 18.7% as compared to the same period in 2012. The table below shows the change in automobile insurance premiums in the indicated periods. Period Auto Premiums 2005 ............................................................... 2006 ............................................................... 2007 ............................................................... 2008 ............................................................... 2009 ............................................................... 2010 ............................................................... 2011 ............................................................... 2012 ............................................................... 11M12 ............................................................. 11M13 ............................................................. (in millions of R$) 12,078.8 13,283.3 13,535.1 15,309.8 17,256.0 19,938.2 21,330.6 24,754.0 22,339.2 26,511.6 Change – 10.0% 1.9% 13.1% 12.7% 15.5% 7.0% 16.0% – 18.7% Source: SUSEP Sales of new vehicles in the country has boosted the automobile insurance market. According to Fenabrave data from November 31, 2011, the number of new plates of light private and company vehicles in 2008 amounted to 2.7 million units. This same indicator reached nearly 3.6 million units in 2012, that is, a tremendous growth. Despite this fact, the penetration of automobile insurance in the current total fleet is still considered low according to the “Frota Denatran x Itens Segurados 2012” report available on the website of CNSeg on September 16, 2013. According to the data of such authority, the penetration in the total fleet in 2012 stood at 22% only. This penetration tends to be higher in newer vehicles and lower in older vehicles. The automobile insurance policies in Brazil offer an extensive coverage that includes the following: comprehensive coverage: indemnity for robbery, fire and collision; optional auto thirdparty liability coverage: reimbursement for amounts paid by the policyholder from accidents and /or material damages caused by the policyholder to third parties; and coverage for personal accidents of passengers: indemnity for accidents caused to passengers transported by private or public vehicles. The automobile insurance policies usually includes service packages and additional coverage, like 24/7 assistance, tow service, shop, change of flat tires, temporary substitute car, armoring and windshield repair, lights and rearview mirrors. Besides, SulAmérica started to offer an additional coverage for Robbery or Theft of Spare Wheel, valid for new or renewed insurance. The risk acceptance policy of most insurance companies includes the evaluation of a large number of risk factors related to the driver’s profile, the conditions of use of insured vehicles and the probability of robbery and theft of vehicles. 89 Reference Form – 2014 – SUL AMERICA S/A Version: 19 7.3 - Information on the products and services related to the operating segments The table below shows the market share of the five main insurance groups in terms of insurance premiums in the indicated periods. Insurance Group Porto (+Itaú +Azul)............. Mapfre + BB .. Bradesco ........ SulAmérica .. HDI ................ Liberty ............ Other.............. Total ............. 2011 Insurance Market premium share 5,747.20 3,231.70 2,896.20 2,220.90 1,485.00 1,643.90 4,105.70 21,330.60 26.94% 15.15% 13.58% 10.41% 6.96% 7.71% 19.25% 100.00% 2012 Insurance premium 6,456.00 3,679.00 3,063.00 2,287.00 1,698.00 1,773.00 5,798.00 24,754.00 Market share 26.08% 14.86% 12.37% 9.24% 6.86% 7.16% 23.42% 100.00% 11M12 Insurance Market share premium 5,792.57 3,324.71 2,847.32 2,083.64 1,510.39 1,580.44 5,200.09 22,339.16 25.93% 14.88% 12.75% 9.33% 6.76% 7.07% 23.28% 100.00% 11M13 Insurance Market share premium 6,895.53 3,921.52 2,816.01 2,562.76 1,895.26 1,737.15 6,683.40 26,511.63 26.01% 14.79% 10.62% 9.67% 7.15% 6.55% 25.21% 100.00% Source: SUSEP The table below shows the main operating performance ratios in the automobile insurance line of the five main market players in the period of eleven months ended November 30, 2013. Insurance Group Porto (+Itaú +Azul) .............. Mapfre + BB......................... Bradesco.............................. SulAmérica......................... Liberty.................................. Total ................................... November 30, 2013 YTD Claim ratio Acquisition Costs 57.40% 56.10% 66.80% 60.20% 67.00% 61.90% 20.80% 16.30% 16.80% 22.40% 18.10% 19.30% Gross Margin 21.70% 27.60% 16.40% 17.40% 14.90% 18.80% Source: SUSEP (1) Gross margin is equal to earned premiums, less retained claims and acquisition costs, divided by earned premiums. I.3 Other property and casualty insurance Other property and casualty insurance lines include a wide range of insurance coverage, such as transport, fire, credit, DPVAT (mandatory third-party liability insurance for bodily injury caused by ground motor vehicles or their cargo or individuals), miscellaneous risks, among others. According to SUSEP, the health insurance premiums of other property and casualty insurance lines accounted for R$24.9 billion in November 2013, 17.6% up on the same period in 2012. The table below shows the change in the insurance premiums of other property and casualty insurance lines in the indicated periods. Period 2005 ........................................... 2006 ........................................... 2007 ........................................... 2008 ........................................... 2009 ........................................... 2010 ........................................... 2011 ........................................... 2012 ........................................... 11M12 ......................................... 11M13 ......................................... Insurance Premium Other Property and Casualty (in millions of R$) 10,473.7 12,192.7 14,248.7 17,085.1 15,250.5 17,723.7 21,126.9 23,163.8 21,176.9 24,898.9 Change – 16.4% 16.9% 19.9% (10.7%) 16.2% 19.2% 9.6% – 17.6% Source: SUSEP 90 Reference Form – 2014 – SUL AMERICA S/A Version: 19 7.3 - Information on the products and services related to the operating segments The table below shows the breakdown of other property and casualty premiums in the insurance segment, as well as the respective market share in the indicated periods: 2011 Segment Massifiied............... DPVAT ................. Specified/ Operating risks… Miscellaneous risks ....................... Transportation........ Guarantee ........... Other ............. TOTAL............. Insurance Premium 2012 Market share Insurance Premium 11M12 Market share Insurance Premium 11M13 Market share Insurance Premium Market share 3,229.00 3,367.60 15.30% 15.90% 3,725.60 3,570.60 16.10% 15.40% 3,388.13 3,395.14 16.00% 16.03% 4,082.19 3,784.91 16.40% 15.20% 1,575.70 7.50% 1,715.90 7.40% 1,360.27 6.42% 1,828.43 7.34% 1,129.10 2,210.30 3,126.10 6,489.10 21,126.90 5.30% 10.50% 14.80% 30.70% 100.00% 1,160.50 2,344.40 3,668.40 6,978.30 23,163.80 5.00% 10.10% 15.80% 30.10% 100.00% 1,334.95 2,280.37 2,304.61 7,113.40 21,176.87 6.30% 10.77% 10.88% 33.59% 100.00% 1,978.50 2,229.48 2,654.97 8,340.38 24,898.87 7.95% 8.95% 10.66% 33.50% 100.00% Source: SUSEP The table below shows the market share of the five main insurance groups of other property and casualty insurance segment in terms of insurance premiums in the indicated periods and in the eleven months ended November 30, 2013. 2011 Insurance Group Itaú Unibanco ... BB + Mapfre ..... Bradesco .......... Porto Seguro..... Caixa Seguros... SulAmérica ..... Other ............. Total ............... Insurance premium 3,556.90 3,053.50 1,484.40 1,397.40 1,372.90 465.6 9,796.10 21,126.90 2012 Market share 16.80% 14.50% 7.00% 6.60% 6.50% 2.20% 46.40% 100.00% Insurance premium 3,954.40 3,403.10 1,848.60 1,532.50 1,522.70 456.4 10,446.10 23,163.80 11M12 Market share 17.10% 14.70% 8.00% 6.60% 6.60% 2.00% 45.10% 100.00% Insurance premium 3,541.22 3,145.52 1,718.92 1,405.56 1,414.81 423.3 9,527.51 21,176.87 Market share 16.72% 14.85% 8.12% 6.64% 6.68% 2.00% 44.99% 100.00% 11M13 Insurance premium Market share 4,071.40 4,116.31 2,061.31 1,574.36 1,705.22 444.8 10,925.48 24,898.87 16.35% 16.53% 8.28% 6.32% 6.85% 1.79% 43.88% 100.00% Source: SUSEP The table below shows the main operating performance ratios of the five main insurance players of other property and casualty insurance segment in the eleven months ended November 30, 2013. Insurance Group Itaú Unibanco ................. BB + Mapfre................... Bradesco........................ Porto Seguro .................. Caixa Seguros ................ SulAmérica................... Market....................... November 30, 2013 YTD Loss ratio 34.78% 43.83% 53.14% 40.81% 31.49% 52.85% 44.91% Acquisition costs 38.38% 15.48% 15.97% 23.28% 5.05% 24.81% 21.37% Gross Margin1 26.84% 40.69% 30.89% 35.90% 63.47% 22.34% 33.72% Source: SUSEP (1) Gross margin is equal to earned premiums, less retained claims and acquisition costs, divided by earned premiums. 91 Reference Form – 2014 – SUL AMERICA S/A Version: 19 7.3 - Information on the products and services related to the operating segments I.4 Life and Private Pension According to SUSEP information released in September 2013, the life insurance and private pension segment is the third largest in terms of premiums, representing 24.4% of total, amounting to R$23.5 billion, a 17.9% up on the same period in 2012. Life insurance and private pension premiums include the life insurance and private pension premiums related to VGBL-type plans. The table below shows the change in life and private pension premiums for the indicated periods. Period Life & Private Pension Premiums Change (in millions of R$) 2005 ............................................................ 2006 ............................................................ 2007 ............................................................ 2008 ............................................................ 2009 ............................................................ 2010 ............................................................ 2011 ............................................................ 2012 ............................................................ 11M12 .......................................................... 11M13 .......................................................... – 16.4% 16.9% 19.9% (10.7%) 16.2% 19.2% 14.4% – 17.9% 8,245.3 9,399.5 10,601.8 12,078.1 13,367.2 15,714.7 19,105.9 21,866.5 19,926.6 23,495.8 Source: SUSEP The table below shows the market share of the five main insurance groups in terms of life insurance and private pension premiums in the indicated periods. 2011 Insurance Market Share Premiums Insurance Group 2012 Insurance Market Share Premiums 11M12 Insurance Market Share Premiums 11M13 Insurance Market Share Premiums (in millions of R$) BB + Mapfre .... Bradesco ......... Itaú Unibanco .. Zurich + Santander..... HSBC .............. SulAmérica .... Other ............ Total .............. 3,438.80 2,661.90 2,118.80 18.00% 13.90% 11.10% 4,266.00 3,930.90 2,781.10 19.50% 18.00% 12.70% 3,860.32 3,554.67 2,565.33 19.37% 17.84% 12.87% 4,720.87 4,013.71 3,017.88 20.09% 17.08% 12.84% 2,281.10 866.2 462.3 7,276.80 19,105.00 11.90% 4.50% 2.40% 38.10% 100.00% 2,532.60 874.2 473.9 7,007.80 21.866.50 11.60% 4.00% 2.20% 32.00% 100.00% 2,357.25 796.97 437.92 6,354.15 19,926.62 11.83% 4.00% 2.20% 31.89% 100.00% 2,806.35 968.38 410.08 7,558.50 23,495.77 11.94% 4.12% 1.75% 32.17% 100.00% Source: SUSEP The table below shows the main operating performance ratios of the five main market players in life and private pension (ex VGBL) insurance in Brazil in the eleven months ended November 30, 2013, as compared to SulAmérica. Insurance Group BB + Mapfre....................... Bradesco............................ Itaú Unibanco ..................... Zurich + Santander ............. HSBC ................................ SulAmérica....................... Market ........................... November 30, 2013 YTD Loss Ratio Acquisition costs 38.87% 38.39% 29.17% 22.25% 24.84% 53.83% 31.73% 33.52% 22.32% 19.08% 56.05% 9.60% 31.65% 29.35% Gross Margin 27.62% 39.29% 51.75% 21.70% 65.56% 14.52% 38.92% Source: SUSEP 92 Reference Form – 2014 – SUL AMERICA S/A Version: 19 7.3 - Information on the products and services related to the operating segments II. Private pension Currently, the main products offered in the Brazilian market by private pension or insurance companies are the PGBL (“planos geradores de benefícios livres”) and VGBL (“planos de vida geradores de benefícios livres”) Plans. In PGBL plans, the income earned from assets is fully allocated to the beneficiaries’ reserves. These products usually offer the possibility for contracting supplemental coverage, such as life and accidents insurance. The VGBL plans are characterized by defined contribution and offer their plan participants different alternatives of investment of accumulated reserves. The Company does not sell traditional pension plans, nevertheless part of its plan participants has these plan types. According to SUSEP, the contributions of private pension plans increased from R$62.0 billion in the eleven-month period ended November 30, 2012 to R$65.4 billion in the same period of 2013. The table below shows the change in private pension contributions in the indicated years by plan type. Period 2005 ...... 2006 ...... 2007 ...... 2008 ...... 2009 ...... 2010 ...... 2011 ...... 2012 ...... 11M12 .... 11M13 .... VGBL 11,759.0 15,318.8 20,190.2 23,527.9 30,132.8 36,704.3 43,389.6 59,513.8 52,729.8 55,638.9 PGBL 30.3% 31.8% 16.5% 28.1% 21.8% 18.2% 37.2% – 5.5% 4,477.0 4,431.4 4,521.7 5,059.2 5,201.8 6,094.7 7,014.2 7,526.7 6,123.5 6,332.2 Pension contributions TRADITIONAL (in millions of R$) (1.0%) 2.0% 11.9% 2.8% 17.2% 15.1% 7.3% – 3.4% 3,261.6 2,847.7 3,393.2 3,234.7 3,352.6 3,264.5 3,327.2 3,496.2 3,167.4 3,385.9 Total (12.7%) 19.2% (4.7%) 3.6% (2.6%) 1.9% 5.1% – 6.9% Total Change – 19,497.6 22,597.9 28,105.1 31,821.8 38,687.2 46,063.5 53,731.0 70,536.6 62,020.7 65,357.1 15.9% 24.4% 13.2% 21.6% 19.1% 16.6% 31.3% – 5.4% Source: SUSEP The table below shows the market share of the six main private pension companies in terms of contributions in the indicated periods, as compared to SulAmérica, which ranks number seven in the private pension line in terms of contributions at the end of November 2013. PGBL + VGBL + TRADITIONAL Private pension group Bradesco ......... Brasilprev .......... Itaú Unibanco .... Caixa Seguros ... Santander ........ HSBC ............... SulAmérica ...... Other ................ Market ............. 2011 2012 11M12 11M13 Contribution Market share Contribution Market share Contribution Market share Contribution Market share 17,784.90 11,736.20 11,802.40 3,778.40 3,325.50 2,240.00 413.9 2,649.70 53,731.00 33.10% 21.84% 21.97% 7.03% 6.19% 4.17% 0.77% 4.93% 100.00% 20,870.00 17,852.50 18,279.70 3,900.00 3,059.00 2,871.00 489 3,215.40 70,536.60 29.59% 25.31% 25.92% 5.53% 4.34% 4.07% 0.69% 4.56% 100.00% 18,090.26 15,893.50 15,891.96 3,543.39 2,719.28 2,568.99 426.8 2,886.50 62,020.67 29.17% 25.63% 25.62% 5.71% 4.38% 4.14% 0.69% 4.65% 100.00% 19,428.49 20,368.01 14,158.02 3,916.39 2,465.23 1,753.48 401.82 2,865.68 65,357.11 29.73% 31.16% 21.66% 5.99% 3.77% 2.68% 0.61% 4.38% 100.00% Source: SUSEP 93 Reference Form – 2014 – SUL AMERICA S/A Version: 19 7.3 - Information on the products and services related to the operating segments The table below shows the market share of the five main private pension companies in terms of reserves in the indicated periods, as compared to SulAmérica, which ranks number eight in private pension line in terms of reserves in the end of November 2013. PGBL+VGBL+ TRADITIONAL 2011 2012 11M12 11M13 Private pension groups Reserves Market share Reserves Market share Reserves Market share Reserves Market share Bradesco............. 86,741.10 33.09% 103,145.70 31.71% 100,784.78 31.80% 112,719.27 31.40% Brasilprev ............. 48,377.00 18.46% 66,791.50 20.53% 64,318.04 20.30% 80,838.15 22.52% Itaú Unibanco ....... 63,313.30 24.15% 81,199.80 24.96% 79,142.99 24.97% 87,458.14 24.36% Santander ............ 20,230.20 7.72% 21,415.10 6.58% 21,021.66 6.63% 21,530.63 6.00% Caixa Seguros ....... 16,169.50 6.17% 19,333.10 5.94% 19,053.74 6.01% 21,454.00 5.98% HSBC ................... 9,490.00 3.62% 11,624.00 3.57% 11,357.14 3.58% 11,810.15 3.29% SulAmérica ......... 3,281.70 1.25% 4,134.60 1.27% 3,662.97 1.16% 3,979.78 1.11% Other ................. 14,517.60 5.54% 17,647.90 5.43% 17,571.72 5.54% 19,184.06 5.34% Market.............. 262,120.40 100.00% 325,291.70 100.00% 316,913.06 100.0% 358,974.18 100.0% Source: SUSEP III. Asset Management According to the Brazilian Financial and Capital Markets Association (ANBIMA), the asset management segment in Brazil has grown significantly in recent years. The volume of managed assets in Brazil increased from R$2,160.9 billion as of November 30, 2012 to R$2,334.6 billion as of November 30, 2013. Since 2004, the investment funds segment has undergone significant changes, with appointment of the Brazilian Securities Exchange Commission (CVM) to oversee these activities, and with the incentive to the adoption of the best corporate governance practices and to the increase in transparency in investment funds management. The main clients of the asset management market are corporate investors, such as private pension entities, insurance companies, and private clients who are usually from the high net worth segment. Some of the main aspects that have contributed to the growth in the asset management segment in Brazil are the following: economic stability in Brazil and the positive effect of the increase in the population’s income and savings levels; expansion in the insurance and the private pension markets, partially influenced by the growth of products, such as the VGBL and PGBL plans, which reserves led to an increase in the volume of managed assets; upgrade to the credit ratings of Brazilian issuers and increase in the exploration of new market segments; growing access to financial products offered by means of the Internet and greater access to the penetration of banking services in Brazilian economy; 94 Reference Form – 2014 – SUL AMERICA S/A improvement in the regulation related to the asset management segment; and structural improvements in the Brazilian capital markets. Version: 19 95 Reference Form – 2014 – SUL AMERICA S/A Version: 19 7.3 - Information on the products and services related to the operating segments The table below shows the market share of the five main asset management companies in terms of volume of assets under management in the indicated periods. As of December 31, 2012, these five largest asset management companies represented 63.7% of the total managed assets, as compared to SulAmérica’s asset management, which is the second largest independent asset manager in terms of managed assets volume, according to ANBIMA data. Asset management Assets 2011 Market share 2012 Assets Market share Assets 9M12 Market share Assets 9M13 Market share BB – Nossa caixa…………. 415.8 21.60% 444 20.00% 452.1 20.92% 483.3 20.61% Itaú-Unibanco ................ 330.3 17.20% 370.1 16.70% 355.8 16.47% 394.6 16.83% Bradesco ....................... 221.2 11.50% 287.4 12.90% 272.8 12.62% 294.3 12.55% Caixa ............................ 137.2 7.10% 177.5 8.00% 174.9 8.10% 214.9 9.17% Santander ..................... 128.4 6.70% 134.9 6.10% 134.0 6.20% 144.2 6.15% SulAmérica .................. 19.6 1.00% 21.1 0.90% 21.7 1.00% 17.6 0.75% Other .......................... 672.8 34.90% 787.2 35.40% 749.5 34.69% 795.7 33.94% Total ............................ 1,925.20 100.00% 2,222.30 100.00% 2,160.9 100.00% 2,344.6 100.00% Source: ANBIMA IV. Savings bonds According to SUSEP’s September 2013 information, the savings bonds segment grew 27.6% as compared to the same period in 2012, reaching R$15.3 million. The table below shows the change in savings bonds sales in the sector in the indicated periods. Period 2009 .................................................... 2010 .................................................... 2011 .................................................... 2012 .................................................... 9M12.................................................... 9M13.................................................... Savings bonds sales (in millions of R$) 10,100.00 11,800.00 14,100.00 16,600.00 12,000.00 15,307.00 Change 16.83% 19.49% 17.73% 27.56% Source: SUSEP The table below details the market share of the main savings bonds groups in the indicated periods. Group 9M13 Savings bonds sales Market Share (in millions of R$) BrasilCap ..................................... Bradesco...................................... Itaú............................................... SulaCap ...................................... Aplub ........................................... Liberty.......................................... CaixaCap ..................................... Other ............................................. Total ............................................ Source: SUSEP 4,435.00 3,343.00 1,758.00 1,352.00 982.00 1,580.44 916.00 940.56 15,307.00 28.97% 21.84% 11.48% 8.83% 6.42% 10.32% 5.98% 6.14% 100.00% 96 Reference Form – 2014 – SUL AMERICA S/A Version: 19 7.3 - Information on the products and services related to the operating segments The table below shows the main operating performance ratios of the main Brazilian savings bonds market players in the indicated period. Group BrasilCap ........................... Bradesco............................ Itaú................................... SulaCap............................ Aplub ................................ CaixaCap ........................... Total ................................ September 30, 2013 YTD Redemptions paid Lotteries paid 47.70% 75.10% 77.60% 77.30% 29.90% 72.00% 63.80% 2.00% 2.00% 2.00% 12.00% 18.00% 6.00% 5.00% Gross Margin 50.00% 23.00% 20.00% 10.00% 52.00% 22.00% 31.00% Source: SUSEP Competition conditions in markets. Competition. The Brazilian insurance market is highly competitive. SulAmérica’s main competitors are the insurance companies associated with the major financial institutions in Brazil. Other independent insurance companies, such as SulAmérica, as well as Brazilian subsidiaries of international insurance conglomerates also present significant competition in the Brazilian insurance market. There is also the competition from local and regional companies in several Brazilian markets, with efficient cost structures, which offer special coverage for specific risk groups. As observed in the insurance markets all over the world, the Brazilian insurance sector has consolidated. According to ANS and SUSEP data of September 2013, the five largest insurance groups held approximately 50.0% of the market’s insurance premiums. Except for the health insurance business segment, commented below, the main competitors in each of the insurance segments where the SulAmérica operates are the following: Auto insurance: Porto Seguro (with Itaú Unibanco and Azul Seguros), BB-Mapfre and Bradesco Seguros. Other property and casualty insurance: Itaú Unibanco, Bradesco Seguros, BB-Mapfre and Porto Seguro. Life and Private Pension: BB-Mapfre, Bradesco Seguros, Itaú Unibanco and Zurich Santander. In relation to the group health insurance, the main competitors are other health insurance companies and post-payment administration plans (ASO), which sells their products to corporate clients. In this segment, the main competitor of SulAmérica is Bradesco Seguros. In the private health care segment, which includes post-payment administration plans (ASO), medical cooperatives, benefit administrators, dental cooperatives, group dental and other similar private medical care insurance institutions, SulAmérica competes for corporate clients against institutions such as Amil, Medial Saúde, Unimed and Odontoprev. SulAmérica does not have an active portfolio of individual health insurance policies since 2004, when it decided to suspend the sales of new policies of such insurance, and since then its portfolio has decreased due to policy cancellations. 97 7.3 - Information on the products and services related to the operating segments The Brazilian private pension market is also concentrated on private pension institutions affiliated to the largest financial institutions in Brazil, such as: Bradesco, Banco do Brasil, Itaú-Unibanco and Santander, which, as of November 30, 2013, accounted for over 80.0% of all private pension reserves in the market, according to SUSEP’s data. The direct competition in this market is represented by independent private pension institutions, such as Icatu Hartford, Porto Seguro and Mapfre. The Brazilian asset management market is also extremely competitive. Banco do Brasil, Banco Itaú Unibanco, Banco Bradesco, Banco Santander and Caixa Econômica Federal are the largest asset managers in Brazil, and they accounted for approximately 60.0% of all assets under management in Brazil as of September 30, 2013, according to SUSEP’s data. d) Possible seasonality. The Brazilian insurance market does not record significant changes in premium volume over the year; however, there could be changes in the loss ratio as a result of climate events, changes in the frequency of use of medical services or concentration of maturity dates and/or policy renewals in certain periods. e) Main inputs and raw materials. Not Applicable. 98 Reference Form – 2014 – SUL AMERICA S/A Version: 19 7.4 – Clients that account for more than 10% of total net revenue a. total amount of revenue from clients Not applicable, given that no client alone accounts for over 10% of the Company’s total net revenue, according to the latest fiscal year ended financial statements and the latest accounting information disclosed by the Company. The Company’s net revenue is composed of insurance premiums (health and dental, automobile, other property and casualty, and life and personal accident), private pension contributions, revenues from postpaid administered plans (ASO), asset management performance and management fees and savings bonds collections. b. operating segments affected by the revenues from clients In the Company there is no concentration of revenue in one specific client or economic group. 99 Reference Form – 2014 – SUL AMERICA S/A Version: 19 7.5 - Material effects of government regulations on operations a) Need of government authorization to perform operations and history of the relationship with the government administration to obtain such authorizations The Brazilian insurance and private pension sectors are subject to comprehensive regulation. National Private Insurance System, created by Decree-Law 73/66 (considered a Complementary under the Federal Constitution), is composed by (i) the CNSP, (ii) SUSEP, (iii) insurance companies private pension entities that have been duly authorized to carry out business in the local market, reinsurance companies (including IRB-Brasil) and (v) the duly registered insurance brokers. In Brazil, regulation of performed by CNSP and reinsurance companies authorization to operate, The Law and (iv) the insurance (except health insurance) and private pension operations is SUSEP. Regulated entities (insurance companies and private pension entities, and insurance brokerage companies) need to obtain registration and according to the effective rules. The health insurance and plan sector is regulated by the ANS, an agency under special regime, bound to the Ministry of Health, and by the CNSP, a collective body that is part of the regulatory framework of the Ministry of Health. Besides the authorization to operate, the marketing of products depends on prior registration with the regulatory bodies of the insurance sectors in general and of health insurance plans. In addition, several other activities depend on governmental authorization, such as, for example, the transfer or change in corporate control, the movement of pledged assets, the adjustments to individual or family health insurance, Actuarial Technical Note of Products for individual and group affinity plans, among others. SulAmérica and its regulated companies’ history of authorizations from the regulatory entities is in full compliance with the legal rules and regulations introduced by the respective regulatory bodies and in adherence to the Legal Compliance Program adopted internally in these companies. Sul América Investimentos Distribuidora de Títulos e Valores Mobiliários S.A., a subsidiary of the Company that operates in the asset management market, needs authorization to operate from BACEN, the regulatory authority is described below. Sul América Capitalização S.A – SULACAP, which is also a subsidiary of the Company, that operates in the savings bonds market, depends on SUSEP’s authorization and is regulated under SUSEP’s authority, described below. Regulatory Bodies National Council of Private Insurance (“Conselho Nacional de Seguros Privados” in Portuguese, or CNSP) Subordinated to the Ministry of Finance, the CNSP is responsible for (i) setting out the general guidelines and policies applicable to the entities that comprise the National Private Insurance System, (ii) regulating the incorporation, organization, operation and inspection of these companies, and (iii) setting the indexes and other technical conditions on fees, investments and other equity relationships to be observed by private pension and insurance companies. The CNSP is composed by one representative from each of the following bodies: the Ministry of Social Security, the Central Bank, the Ministry of Finance, the Ministry of Justice, the CVM and SUSEP superintendent. 100 Reference Form – 2014 – SUL AMERICA S/A Version: 19 7.5 - Material effects of government regulations on operations Superintendence of Private Insurance (“Superintendência de Seguros Privados” in portuguese, or SUSEP) SUSEP is a governmental agency in charge of implementing and conducting the policies formulated by the CNSP, as well as overseeing insurance and private pension lines. The SUSEP Superintendent is appointed by the President of the Republic for an undefined term. SUSEP does not regulate or oversee (i) closely-held private pension entities, which are regulated by National Superintendency of Private Pension (“Superintendência Nacional de Previdência Complementar” in Portuguese, or PREVIC), nor (ii) private health maintenance organizations/private healthcare insurance companies regulated by the ANS. With the enactment of Complementary Law 126/07, the CNSP and SUSEP also became responsible for the regulation of the Brazilian reinsurance market. SUSEP is responsible for granting registration to insurance brokerage companies, always observing the existence of the following minimum requirements: the company should be incorporated and organized as a business or company with its headquarters in Brazil; registration will not be granted to companies whose partners and/or executive officers who accept or are employed by government companies or are employed by or manage insurance companies. The same prohibition is imposed on companies that hold interests in other companies whose partners or shareholders accept or have employment in government companies or are employed by or manage insurance companies; the insurance broker responsible for the company shall have the technical and professional qualification certificate, which confirms the completion of regular insurance broker course issued by Fundação Escola Nacional de Seguros (FUNENSEG) or by another authorized educational establishment or approval in professional exams for insurance brokers from an officially recognized course Council for the Appeals of the National Private Insurance System, Publicly-held Private Pension and Savings Bonds (“Conselho de Recursos do Sistema Nacional de Seguros Privados, de Previdência Aberta e de Capitalização” in portuguese, or CRSNSP) The CRSNSP is a government body oversaw by the Ministry of Finance, responsible for the revision of the decisions taken by SUSEP and IRB-Brasil. This body revises, in second instance, the decisions taken by SUSEP and IRB-Brasil. The CRSNSP’s administrative decisions are final and binding on the parties under its authority. National Agency of Supplemental Health (“Agência Nacional de Saúde Suplementar” in portuguese, or ANS) Bound to the Ministry of Health and created in 2000 by Law 9,961, the ANS has powers to regulate and inspect healthcare operators (insurance companies), including the relationship between them and consumers and medical and/or hospital service providers. The ANS operations aim at keep the balance and the government interest in the relationships among the stakeholders in the private health sector. The healthcare operators are the companies and entities that operate in the private health sector providing consumers with health care plans. The ANS set out eight types of healthcare operators: benefit administrator, medical cooperatives, dental cooperatives, philanthropy institutions, self-administrators, group health, group dental, and specialized health insurance companies, the latter pursuant to Law 10,185, which created the specialized insurer, qualifying it as a type of healthcare operator and its product (health insurance) as a type of health plan. 101 Reference Form – 2014 – SUL AMERICA S/A Version: 19 7.5 - Material effects of government regulations on operations The Law indicates ANS’s duties and the scope of its operations and as a rule, its operations are carried out through the collective decision-making of five (5) directors, who are appointed by the President of the Republic after questioning by the Federal Senate and with non-concurrent terms in office of three (3) years. In theory, regulation through regulatory agencies is more efficient, technical and independent, since such bodies have more overall autonomy. Private Health Council (“Conselho de Saúde Suplementar” in portuguese, or CONSU) CONSU is the body that formulates policies under the authority of the Ministry of Health. It is composed of representatives of the Ministry of Health, Ministry of Finance, Ministry of Justice and the Ministry of Planning, Budget and Management. CONSU was created with powers to: establish and oversee the policies and regulations applicable to the private health services; approve the management contract of the ANS; oversee and monitor the acts and operations of the ANS; establish general standards to establish, organize, operate and inspect private health care entities; and establish the minimum required capital and the accounting, actuarial and statistical criteria, such as for the creation of funds and the hiring of insurance guarantees to protect consumers against insolvency of private heath care entities. Before the creation of the ANS in 2000, CONSU used to operate as a body that regulated the private health sector, specifically in service management, regulating aspects related to coverage, grace periods and regulation mechanisms. The financial and economic management until 2000 was still performed by SUSEP. Accordingly, the private health sector had a bipartite management. Since the creation of the ANS, the CONSU, in practice, no longer performs these duties. Brazilian Central Bank (“Banco Central do Brasil” in portuguese, or BACEN) The Central Bank of Brazil is a federal government agency that is part of the National Financial System (“Sistema Financeiro Nacional” in portuguese), being bound to the Ministry of Finance of Brazil. It is the main body that implements the guidelines provided by the National Monetary Council (“Conselho Monetário Nacional”, in Portuguese) and is responsible for guaranteeing the purchasing power of the national currency, having the following purposes: ensure adequate liquidity in the economy; maintain the international reserves at an adequate level; stimulate the building up of savings; ensure stability and promote the permanent improvement in the financial system. Among its duties are the following: carry out the inspection of financial institutions; authorize the operation of financial institutions; define conditions for the occupation of management positions in financial institutions; watch over the interference by other companies in the financial and capital markets; and control the inflow of foreign capital. 102 Reference Form – 2014 – SUL AMERICA S/A Version: 19 7.5 - Material effects of government regulations on operations Brazilian Securities and Exchange Commission (“Comissão de Valores Mobiliários” in portuguese, or CVM) The CVM has the power to establish rules, regulate and inspect the operations of many market stakeholders. Its regulatory power encompasses all matters related to the securities market. The CVM is responsible for establishing rules on the following matters, among others: registration of public companies; registration of securities distributions; accreditation of independent auditors and securities portfolio managers; organization, operation and activities of stock exchanges; trading and intermediation in the securities markets; management of securities portfolios and custody; suspension or cancellation of registrations, accreditations or authorizations; suspension of the issue, distribution or trading of a certain security; and institute circuit breaker in stock exchange. The registration system provides a continuous flow of information to the investor. This information, periodically provided by all public companies, could be financial and, therefore, conditioned to rules of accounting nature, or only refer to material facts of the companies operations. Material fact is an event that could influence the investor’s decision on trading the securities issued by the company. The CVM’s accreditation duty is performed based on the standards laid down by the federal government agency that enable the evaluation of the capacity of the projects to be implemented. The Law gives the CVM the authority to uncover, rule on and punish irregularities that occasionally take place in the market. When a suspicion is raised, the CVM may start an administrative investigation through which it collects information, hears testimonies, and gathers evidences aimed at clearly identifying the party responsible for illegal practices, giving it right to ample defense after accusation. How does the company structure itself to follow and ensure adherence to new regulations? The Company follows legislative publications (federal, state and municipal ones), rules issued by regulatory authorities (ANS, SUSEP, CVM and BACEN), and Public Consultations. In addition, it actively participates in the Market and Federations, as well as performs a critical and legal analysis of rules, besides following the adherence to the rule, ensured by compliance. In addition, Federations that represent the Insurance Market (FenaSaúde, FenaCap, FenaPrevi and FenaSeg), in which SulAmérica has permanent seats, provide suggestions to Public Consultations in progress and participate in Public Meetings promoted by Regulatory Bodies. 103 Reference Form – 2014 – SUL AMERICA S/A Version: 19 7.5 - Material effects of government regulations on operations b) The issuer’s Environmental Policy and costs incurred to meet the environmental rules and the other environmental practices, if any, including the adherence to international environmental protection standards. There is no government regulation with respect to an Environmental Policy specific to the insurance and investment sector. The Company voluntarily maintains a series of processes and initiatives aimed at mitigating the environmental impacts of its operations in the several lines it operates. The company is signatory to several voluntary commitments, such as the UN Global Compact (since 2011), the Principles for Responsible Investment (PRI) (since 2009) and the Principles for Sustainable Insurance (PSI) (since 2012), and undertakes initiatives that follow social and environmental management principles. Every launch of new products, services and partnerships goes through a governance process that aligns the opinion reports of the risk, compliance, fraud, legal, commercial and sustainability areas, among others. In compliance with the National Policy on Solid Waste released in 2010, the Company encourages the reduction in the use of materials, as well as initiatives on the correct disposal of waste in its operating units. c) Dependence on patents, brands, licenses, concessions, franchises and royalty contracts that is relevant to the performance of operations. The Company and its subsidiaries are the holders of many brands that are registered or in the registration process with the National Institute of Intellectual Property (“Instituto Nacional de Propriedade Industrial” in portuguese, or INPI), like the SUL AMÉRICA brand, which is used to name its operations, the most relevant brands being numbered in the tables of item 9.1 (b) in this Reference Form. The Company does not depend on patents, licenses, concessions, franchises or royalty contracts that are relevant to the performance of its operations. Regarding the Company’s brands, the right to use them is forfeited upon expiration of their registration with the INPI, which could occur in the following events: (i) due to a final decision made by INPI agreeing to the request for administrative annulment submitted by any person with rightful interest or maintaining its decision of denying the application for registration; (II) due to the expiration of the duration without our request for extension; (iii) due to a partial or full waiver in relation to the products or services identified by the brand; and (iv) due to forfeiture, which occurs upon the request of any person with rightful interest if, within five years from its grant, on the request date, such brand has not been brought into use in Brazil, or if its use has been interrupted for more than five consecutive years, or if, in the same period, the brand was used with modification that may imply an alteration in its original distinctive character, as compared to the one contained in the registration certificate or fail to mark all products or services contained in its registration certificate; (V) in the event of a registration granted not observing Law 9,279/96; and (VI) by legal decision. The forfeiture of the rights to use a brand implies the impossibility of a company keep using the brand in Brazil in the corresponding products and services, and also impedes third parties to use identical or similar brands to mark competitor services or products. There is also the possibility that the holder becomes defendant in legal claims at the criminal or civil level, for unauthorized use in case of infringement of the rights of third parties. 104 Reference Form – 2014 – SUL AMERICA S/A Version: 19 7.6 – Material foreign revenue a. Revenues generated by clients in the country the issuer is based and their share of the issuer’s total net revenues. In 2013, the revenue from written premiums in the issuer country (Brazil) amounted to R$12,021.7 (million), corresponding to 100% of revenue; in 2012, it amounted to R$10,419.7 (million), corresponding to 100% of revenue; and in 2011, it amounted to R$9,124.8 (million) corresponding to 100% of revenue. b. revenues generated by clients in each foreign country and their share of the issuer’s total net revenues. The Company does not receive revenue from clients of foreign countries and is not dependent on foreign clients. c. total revenues generated in foreign countries and their share of the issuer’s total net revenues. The Company does not receive revenue from clients of foreign countries and is not dependent on foreign clients. 105 Reference Form – 2014 – SUL AMERICA S/A Version: 19 7.7 - Effects of foreign regulation on activities Not applicable, the Company only operates in Brazil and is not subject to regulations of any foreign country. 106 Reference Form – 2014 – SUL AMERICA S/A Version: 19 7.8 - Material long-term relationships The Company does not have relevant long-term relationships, not even with suppliers or clients, reason why there is no description of relevant relationship in this Reference Form. Relevant are the relationships that account for more than 10% (ten percent) of the annual net revenue of the Company, according to the definition provided in item 7.4. In line with corporate governance best practices and in order to meet the expectations of its stakeholders, SulAmérica discloses its sustainability report in the same document of the Company’s Annual Report, developed according to the GRI G3.1 standards. To reaffirm its commitment to sustainability, since 2008 the Company’s Annual Reports has been prepared electronically and are available at www.sulamerica.com.br/relatorioanual. SulAmérica focuses on the management of sustainability driven by creation of value in the long term. The objective is to permeate sustainable concepts to assist in the development of new products and services of insurance, private pension, savings bonds and asset management that consider the mitigation of the economic, social and environmental impacts, which are inherent in operations. In addition, these practices aim at integrating social and environmental issues into the Company’s decision making. In 2013, the Board of Directors approved the Sustainability Policy which sets out five priority themes to be worked on over the following years – service quality and satisfaction, products and services innovation, human capital development, responsibility in the value chain, and financial education and conscious use of insurance. SulAmérica also believes to have a role in the development of the society in which it operates and for this reason it invests in cultural and social projects with own funds and by means of tax incentive laws – Rouanet or Audiovisual, Child and Adolescent Fund (“Fundo da Criança e do Adolescente” in portuguese, or FUMCAD) and Sports Incentive. The projects supported with own funds are the following: Lideranças Comunitárias (Rio de Janeiro and São Paulo) – since 2010 The Lideranças Comunitárias SulAmérica (community leaders) is aimed at building the capacity of leaders that work on community organizations (NGOs, resident association and other community-based institutions) located in the surrounding area of the headquarters, in the city of Rio de Janeiro, and of the Morumbi unit in São Paulo. SulAmérica works in partnership with the Integrated Center for Sustainable Development Studies and Programs (“Centro Integrado de Estudos e Programas de Desenvolvimento Sustentável” in portuguese, or CIEDS), and participants attend classes in structuring and formalizing their organizations, knowing and diagnosing the demands of the community where they work, and preparing fund raising projects. Since the beginning of the project, 56 participants of 36 institutions spent over 260 hours having technical advisory and capacity building in training courses on projects, fund raising, management, sustainability and computing. Saúde Bucal SulAmérica (São Paulo) – since 2010 The Saúde Bucal SulAmérica (dental health) is aimed at multiplying the knowledge of dental hygiene in the neighboring communities of the Company, besides training multiplying agents to see children and adolescents. In 2012, in partnership with Instituto Dom Bosco and JHSF Construtora, SulAmérica built a dental office inside the Residents’ Association in the Jardim Panorama community, in the surrounding area of its head office in Morumbi, in São Paulo, to see the local population for free. This office aims at providing minimum conditions for the dental health of children, adolescents and their family, with preventative actions, distribution of dental hygiene kits, and the offer of emergency dental treatment. Since the beginning of the project in partnership with Instituto Dom Bosco, over 600 people have benefitted from it. 107 Reference Form – 2014 – SUL AMERICA S/A Version: 19 7.8 – Material long-term relationships CDI Comunidade São Carlos (Rio de Janeiro) – since 2011 The project, in partnership with the Committee on the Democratization of Digital Access (“Comitê para a Democratização da Informática” in portuguese, or CDI) encourages local development by means of digital and social inclusion of low-income people. Since the beginning of the project, the CDI in the São Carlos Community trained 585 students by teaching how to use Office, the Internet and multimedia for free, besides providing residents with access to technology for free. Since 2012 the project relies on the community center Esperança do Futuro (“Centro de Atividades Comunitárias Esperança do Futuro” in portuguese, or CACEF) to conduct on-site activities and facilitate the access of local residents. Sponsorships by means of Incentive Laws: Rouanet Law (allocation of 4% of payable tax) Circuito SulAmérica de Música e Movimento Circuito SulAmérica de Música e Movimento (music and movement circuit), launched in 2008, aims at democratizing the access to culture, by promoting social and cultural development through art. Every year the Company invests in national and international music and dance shows, offering discounts to employees and clients, besides allocating a portion of tickets to the beneficiaries of social projects. Child and Adolescent Fund Incentive Law (FUMCAD) and the Sports Incentive Law (allocation of 1% of tax payable to each law). SulAmérica has supported social projects that ensure the rights of children and adolescents in the cities of Rio de Janeiro and São Paulo since 2011. The chosen projects are as follows: Encompasses the surrounding areas of the company’s units (Rio de Janeiro and São Paulo) Benefits a target audience comprising adolescents and youths (24 to 24 years old) Focuses on themes of health, education and environment Submits detailed budget for the project activities Has activities for the SulAmérica’s volunteers Does not support projects which objectives involves religious, political or personal interests Presents quarterly reports on monitoring and accounting 108 Reference Form – 2014 – SUL AMERICA S/A Version: 19 7.9 - Other material information The material information on the Company’s operations has already been reported in the previous items of this Reference Form. 109 Reference Form – 2014 – SUL AMERICA S/A Version: 19 8.1 - Description of the Economic Group A. Direct and indirect controlling interest holders According to its Bylaws, the Company’s corporate purpose is the management of its own assets and holding of interests in other companies. The Company’s subsidiaries mainly perform insurance, private pension, asset management and savings bonds operations. The Company is controlled by Sulasapar Participações S.A., holder of 25.1912% interest in its capital. Sulasapar Participações S.A. is a privately held corporation incorporated under the Brazilian laws, which corporate purpose is to hold interests in other companies and whose only shareholder is Sulasa Participações S.A. Sulasa Participações S.A. is a privately held corporation incorporated under the Brazilian laws, which corporate purpose is to hold interests in other companies. The capital of Sulasa Participações S.A. is represented by common shares, which are held by Sophie Marie Antoinette de Ségur, Isabelle Rose Marie de Ségur Lamoignon, Christiane Claude de Larragoiti Lucas, Chantal de Larragoiti Lucas, Patrick Antonio Claude de Larragoiti Lucas, Sulemisa Participações Ltda. and Sultaso Participações Ltda. We show below the ownership interests of the Company and its control group as of the date of this Reference Form: Ownership Interests of the Company % of total capital Shareholder Sulasapar Participações S.A. ....................................................... International Finance Corporation ................................................ Swiss Re Direct Investments Company Ltd .................................... Oppenheimer Developing Markets Fund ........................................ Amsterdã Holding ...................................................................... ING Groep N.V. ......................................................................... Individuals - Larragoiti Family...................................................... Directors and Executive Officers.................................................. Shares in Free Float ................................................................... Treasury Shares ........................................................................ Total ....................................................................................... 25.1912 7.7641 14.9089 8.1175 7.6436 2.3564 2.7142 0.0464 29.4096 1.8481 100 Ownership Interests of Sulasapar Participações S.A. Shareholder Sulasapar Participações S.A. ....................................................... % of total capital 100 Ownership Interests of Sulasa Participações S.A. Shareholder Sophie Marie Antoinette de Ségur ................................................ Isabelle Rose Marie de Ségur Lamoignon ...................................... Christiane Claude de Larragoiti Lucas ........................................... Chantal de Larragoiti Lucas......................................................... Patrick Antonio Claude de Larragoiti Lucas .................................... Sulemisa Participações Ltda. ...................................................... Sultaso Participações Ltda........................................................... Total ....................................................................................... % of total capital 19.13 19.13 16.67 16.67 16.67 5.87 5.87 100 110 Reference Form – 2014 – SUL AMERICA S/A Version: 19 8.1 - Description of the Economic Group Capital composition of Sulemisa Participações Ltda. Shareholder % of total capital Ema Mercedes Anita Sanchez de Larragoiti................................... Isabelle Rose Marie de Ségur Lamoignon...................................... Total ....................................................................................... 99.99 0.01 100 Capital composition of Sultaso Participações Ltda. Shareholder % of total capital Ema Mercedes Anita Sanchez de Larragoiti................................... Sophie Marie Antoinette de Ségur .............................................. Total ....................................................................................... 99.99 0.01 100 B. Subsidiaries and associates The direct and indirect subsidiaries of the Company are listed in the table below, which shows the interest held by the Company as of December 31, 2013. Interest (%) in total capital December 31, 2013 Companies Sul América Companhia Nacional de Seguros ............................................................. Saepar Serviços e Participações S.A. ..................... Sul América Saúde Companhia de Seguros ............................................................. Sul América Seguros de Pessoas e Previdência S.A. ..................................................... Sul América Companhia de Seguro Saúde ............ Sul América Companhia de Seguros Gerais........... Sul América Capitalização S.A. – SulaCap .............. Sul América Investimentos Distribuidora de Títulos e Valores Mobiliários S.A. .......................... Cival Reinsurance Company Ltd. ........................... Main activity Headquarters Direct Indirect P&C Holding Rio de Janeiro Rio de Janeiro 24.45 100.00 75.55 - Health insurance Rio de Janeiro - 100.00 Insurance Health insurance P&C Savings Bonds Asset management Reinsurance (Inactive) Sul América Santa Cruz Participações S.A. ............ Holding Sul América Serviços de Saúde S.A. ....................... Health Maintenance Organization (HMO) Sul América Odontológico S.A. .............................. Dental insurance Rio de Janeiro Rio de Janeiro Rio de Janeiro Rio de Janeiro 29.53 - 100.00 70.47 100.00 87.25 São Paulo Cayman Islands Rio de Janeiro São Paulo - 100.00 100.00 - 100.00 100.00 São Paulo - 100.00 111 Reference Form – 2014 – SUL AMERICA S/A Version: 19 8.1 - Description of the Economic Group C. Company's interests in the companies of the group The information provided in item "b" above, relating to direct interests held by the Company in other SulAmérica companies. Interest (%) in total capital Company Main activity Headquarters Direct Indirect Sul América Companhia Nacional de Seguros P&C Rio de Janeiro 24.45 75.55 Saepar Serviços e Participações S.A. .......... Holding Rio de Janeiro 100.00 - Sul América Companhia de Seguro Saúde .... Health insurance Rio de Janeiro 29.53 70.47 D. Interests held by the group's companies in the Company No company of the group other than Sulasapar Participações S.A. – parent company of the Company, holds interests in Sul América S.A. E. Companies under joint control Sulasapar Participações S.A. is the parent company of Nova Ação Participações S.A., a publicly-held company registered with category B under the terms of CVM Instruction 480/09. Nova Ação Participações S.A. CNPJ/MF: 04.634.250/0001-34 EO EP Total Sulasapar Participações S.A. ......................................... 100% 100% 100% Total .......................................................................... 100% 100% 100% 112 Reference Form – 2014 – SUL AMERICA S/A Version: 19 8.2 - Organization Chart of the Economic Group The following organization chart sets forth the organizational structure of Sul América S.A. as of January 31, 2014. (*) The share owned by Mr. Patrick Antonio Claude de Larragoiti Lucas, encumbered as usufruct, is computed. (**)Sulemisa Participações Ltda – capital composition Ema Mercedes Anita Sanchez de Larragoiti……………….99.99% Isabelle Rosemarie de Ségur Lamoignon………………………0.01% (***)Sultaso Participações Ltda – capital composition Ema Mercedes Anita Sanchez de Larragoiti……………….99.99% Sophie Marie Antoinette de Ségur……….………………………0.01% 113 Reference Form – 2014 – SUL AMERICA S/A Version: 19 8.3 - Restructuring transactions Transaction date Corporate event Corporate event description "Other" Transaction description Transaction date Corporate event Corporate event description "Other" Transaction description Transaction date Corporate event Transaction description Transaction date Corporate event Transaction description Transaction date Corporate event November 18, 2013 Other Acquisition of the issuer’s shares On November 18, 2013, a contract was entered into between Swiss Re Direct Investments Company Ltd (Swiss Re) and the members of the Larragoiti Family, indirect controlling interest holders of the Company (Larragoiti Family) for the acquisition, by Swiss Re, of 13,106,928 units issued by the Company representing 13,106,928 common shares and 26,213,856 preferred shares. The transaction was completed on December 2, 2014 and Swiss Re became the holder of 3.8% interest in the total capital of SulAmérica, while the Larragoiti Family maintained a total direct interest of 2.9%. And a contract was also entered into between Swiss Re Direct Investments Company Ltd (Swiss Re) and ING Insurance International B.V. (ING), for the acquisition, by Swiss Re, of 37,693,075 Units, representing 37,693,075 common shares and 75,386,150 preferred shares issued by the Company, disposed by ING, according to the Material Fact released on November 18, 2013. In view of the completion of the transaction and the effective transfer of Units, on January 7, 2014, Swiss Re became the holder of 14.9% interest in the Company’s capital, while ING maintained a total interest (direct and by means of Amsterdã Holdings Ltda.) of 10.0%. May 16, 2013 Other Acquisition of the issuer’s shares On May 16, 2013, a contract was entered into between International Finance Corporation (IFC) and ING Insurance International B.V. (ING) for the acquisition by IFC of 26,455,026 issued by the Company, representing 26,455,026 common shares and 52,910,052 preferred shares, according to the Material Fact released on May 16, 2013. On June 14, 2013, the acquisition was completed and IFC became the holder of 7.9% interest in the total capital of the Company, while ING maintained a total direct interest of 13.6%. January 31, 2013 Merger On January 31, 2013, the shareholders of Sul América Seguro Saúde S.A. and Sul América Companhia de Seguro Saúde approved in a meeting the dissolution by means of merger of the first into the second without issuing new shares of the acquirer. The transactions were approved by the ANS on April 24, 2013. May 31, 2012 Merger Corporate event: Merger between subsidiaries On May 31, 12, the subsidiary Sul América Companhia de Seguro Saúde increased the capital of Sul América Odontológico, with the shares representing the capital of Dental Plan Ltda., originally held by the first. After that, in the same act, Dental Plan Ltda. was merged into Sul América Odontológico. The transaction was approved by the ANS on September 11, 2012. May 28, 2012 Disposal and acquisition of controlling interests. 114 Reference Form – 2014 – SUL AMERICA S/A Version: 19 8.3 - Restructuring transactions Transaction description Transaction date Corporate event Transaction description The subsidiary Sul América Santa Cruz Participações S.A. entered into a contract for the acquisition of the total interest held by Saspar Participações S.A. in the capital of Sul América Capitalização S.A. - SULACAP, representing 83.27% interest in the capital of the latter for the base price of R$214 million, considering that the amount may be increased by up to R$71 million, provided that certain conditions provided for in the contract are met. The contract for purchase and sale of shares was entered into May 28, 2012 and amended on March 18, 2013. On April 25, 2013, after the implementation of the conditions precedent provided for in the contract, such acquisition was completed. November 30, 2011 Merger Corporate event: Merger between subsidiaries. On November 29, 2011, the subsidiary Sul América Santa Cruz S.A. acquired the total capital of Executivos S.A. – Administração e Promoção de Seguros, composed of 343,350 registered common shares, and on November 30, 2011, the approval of the merger of Executivos into Santa Cruz was given, without the issue of new shares of the acquirer. 115 Reference Form – 2014 – SUL AMERICA S/A Version: 19 8.4 - Other material information All material information is described in the above items of item 8 of the Reference Form. 116 Reference Form – 2014 – SUL AMERICA S/A Version: 19 9 .1 – Material non-current assets - other All material non-current assets of the Company are described in items 9.1 “a”; 9.1 “b”; and 9.1 “c”. The property and equipment of Sul América S.A. are not relevant according the effective accounting standards, because the property and equipment balance amounted to R$54.4 million as of December 31, 2013, accounting for only 0.3% of total assets, which totaled R$16.9 billion. 117 Reference Form – 2014 – SUL AMERICA S/A Version: 19 9.1 – Material non-current assets / 9.1.a – Property and equipment Justification for not completing this table: The property and equipment of Sul América S.A. are not relevant according to the effective accounting standards, since the property and equipment balance amounted to R$54.4 million as of December 31, 2013, accounting for only 0.3% of the total assets of the Company, which totalized R$16.9 billion. 118 Reference Form – 2014 – SUL AMERICA S/A Version: 19 9.1 - Relevant non-current assets / 9.1.b - Patents, brands, licenses, concessions, franchises and technology transfer contracts Asset type Asset description Territory Duration Events that could cause forfeiture Consequence of forfeiture Brands “P.R.A. Brazil – application filed class 35 Application in registration process Cancellation of the registration with INPI because of the following: (I) final decision of the government agency granting administrative nullity to the claim filed by any person with real interest or maintaining the decision of denying the registration application; (II) expiration of duration without any application for extension is filed; (III) total or partial waiver in relation to the products or services that are marketed with the brands; and (IV) forfeiture that occurs to the request by any person with real interest if after the lapse of five years from the grant, on the request date, the brand use is not started in Brazil, if the brand use is halted for over five consecutive years, or if, over the same period, the brand have been used with modification that implies change to its original distinctive character or no longer marks all the products or services contained in its certificate of registration; (V) a registration is granted without observing Law 9,279/96; and (VI) court decision. Impossibility by the Company to keep using the brand in Brazil to mark the corresponding products and services, and also impeding third parties to use identical or similar brands to mark the competition services or products. There is also the possibility that the property owner be defendant to legal claims in the criminal and civil levels for improper use in case of infringement of the rights of third parties. Previdência Programa de Reconhecimento ao Corretor” Processes: 831011289 831011203 119 Reference Form – 2014 – SUL AMERICA S/A Version: 19 9.1 - Relevant non-current assets / 9.1.b - Patents, brands, licenses, concessions, franchises and technology transfer contracts Asset type Asset description Territory Duration Events that could cause forfeiture Consequence of forfeiture Brands “P.R.A. Brazil – application filed class 35 Application in registration process Cancellation of the registration with INPI because of the following: (I) final decision of the government agency granting administrative nullity to the claim filed by any person with real interest or maintaining the decision of denying the registration application; (II) expiration of duration without any application for extension is filed; (III) total or partial waiver in relation to the products or services that are marketed with the brands; and (IV) forfeiture that occurs to the request by any person with real interest if after the lapse of five years from the grant, on the request date, the brand use is not started in Brazil, if the brand use is halted for over five consecutive years, or if, over the same period, the brand have been used with modification that implies change to its original distinctive character or no longer marks all the products or services contained in its certificate of registration; (V) a registration is granted without observing Law 9,279/96; and (VI) court decision. Impossibility by the Company to keep using the brand in Brazil to mark the corresponding products and services, and also impeding third parties to use identical or similar brands to mark the competition services or products. There is also the possibility that the property owner be defendant to legal claims in the criminal and civil levels for improper use in case of infringement of the rights of third parties. Odonto - Programa de Reconhecimento ao Corretor” Processes: 831011297 831011211 120 Reference Form – 2014 – SUL AMERICA S/A Version: 19 9.1 - Relevant non-current assets / 9.1.b - Patents, brands, licenses, concessions, franchises and technology transfer contracts Asset type Asset description Territory Duration Events that could cause forfeiture Consequence of forfeiture Brands “P.R.A. Brazil – application filed class 35 Application in registration process Cancellation of the registration with INPI because of the following: (I) final decision of the government agency granting administrative nullity to the claim filed by any person with real interest or maintaining the decision of denying the registration application; (II) expiration of duration without any application for extension is filed; (III) total or partial waiver in relation to the products or services that are marketed with the brands; and (IV) forfeiture that occurs to the request by any person with real interest if after the lapse of five years from the grant, on the request date, the brand use is not started in Brazil, if the brand use is halted for over five consecutive years, or if, over the same period, the brand have been used with modification that implies change to its original distinctive character or no longer marks all the products or services contained in its certificate of registration; (V) a registration is granted without observing Law 9,279/96; and (VI) court decision. Impossibility by the Company to keep using the brand in Brazil to mark the corresponding products and services, and also impeding third parties to use identical or similar brands to mark the competition services or products. There is also the possibility that the property owner be defendant to legal claims in the criminal and civil levels for improper use in case of infringement of the rights of third parties. Vida - Programa de Reconhecimento ao Corretor” Processes: 831011440 831011220 121 Reference Form – 2014 – SUL AMERICA S/A Version: 19 9.1 - Relevant non-current assets / 9.1.b - Patents, brands, licenses, concessions, franchises and technology transfer contracts Asset type Asset description Territory Duration Events that could cause forfeiture Consequence of forfeiture Brands “P.R.A. Brazil – application filed class 35 Application in registration process Cancellation of the registration with INPI because of the following: (I) final decision of the government agency granting administrative nullity to the claim filed by any person with real interest or maintaining the decision of denying the registration application; (II) expiration of duration without any application for extension is filed; (III) total or partial waiver in relation to the products or services that are marketed with the brands; and (IV) forfeiture that occurs to the request by any person with real interest if after the lapse of five years from the grant, on the request date, the brand use is not started in Brazil, if the brand use is halted for over five consecutive years, or if, over the same period, the brand have been used with modification that implies change to its original distinctive character or no longer marks all the products or services contained in its certificate of registration; (V) a registration is granted without observing Law 9,279/96; and (VI) court decision. Impossibility by the Company to keep using the brand in Brazil to mark the corresponding products and services, and also impeding third parties to use identical or similar brands to mark the competition services or products. There is also the possibility that the property owner be defendant to legal claims in the criminal and civil levels for improper use in case of infringement of the rights of third parties. Transportes Programa de Reconhecimento ao Corretor” Processes: 831011459 831011238 122 Reference Form – 2014 – SUL AMERICA S/A Version: 19 9.1 - Relevant non-current assets / 9.1.b - Patents, brands, licenses, concessions, franchises and technology transfer contracts Asset type Asset description Territory Duration Events that could cause forfeiture Consequence of forfeiture Brands “P.R.A. Brazil – application filed class 35 Application in registration process Cancellation of the registration with INPI because of the following: (I) final decision of the government agency granting administrative nullity to the claim filed by any person with real interest or maintaining the decision of denying the registration application; (II) expiration of duration without any application for extension is filed; (III) total or partial waiver in relation to the products or services that are marketed with the brands; and (IV) forfeiture that occurs to the request by any person with real interest if after the lapse of five years from the grant, on the request date, the brand use is not started in Brazil, if the brand use is halted for over five consecutive years, or if, over the same period, the brand have been used with modification that implies change to its original distinctive character or no longer marks all the products or services contained in its certificate of registration; (V) a registration is granted without observing Law 9,279/96; and (VI) court decision. Impossibility by the Company to keep using the brand in Brazil to mark the corresponding products and services, and also impeding third parties to use identical or similar brands to mark the competition services or products. There is also the possibility that the property owner be defendant to legal claims in the criminal and civil levels for improper use in case of infringement of the rights of third parties. Property - Programa de Reconhecimento ao Corretor” Processes: 831011467 831011246 123 Reference Form – 2014 – SUL AMERICA S/A Version: 19 9.1 - Relevant non-current assets / 9.1.b - Patents, brands, licenses, concessions, franchises and technology transfer contracts Asset type Asset description Territory Duration Events that could cause forfeiture Consequence of forfeiture Brands “MOTORISTA AMIGO” Process: Brazil – registration class 39 Valid up to November 6, 2022 Cancellation of the registration with INPI because of the following: (I) final decision of the government agency granting administrative nullity to the claim filed by any person with real interest or maintaining the decision of denying the registration application; (II) expiration of duration without any application for extension is filed; (III) total or partial waiver in relation to the products or services that are marketed with the brands; and (IV) forfeiture that occurs to the request by any person with real interest if after the lapse of five years from the grant, on the request date, the brand use is not started in Brazil, if the brand use is halted for over five consecutive years, or if, over the same period, the brand have been used with modification that implies change to its original distinctive character or no longer marks all the products or services contained in its certificate of registration; (V) a registration is granted without observing Law 9,279/96; and (VI) court decision. Impossibility by the Company to keep using the brand in Brazil to mark the corresponding products and services, and also impeding third parties to use identical or similar brands to mark the competition services or products. There is also the possibility that the property owner be defendant to legal claims in the criminal and civil levels for improper use in case of infringement of the rights of third parties. 830543295 124 Reference Form – 2014 – SUL AMERICA S/A Version: 19 9.1 - Relevant non-current assets / 9.1.b - Patents, brands, licenses, concessions, franchises and technology transfer contracts Asset type Asset description Territory Duration Events that could cause forfeiture Consequence of forfeiture Brands “SulAmérica Você Mulher” – Brazil – registration class 36 Valid up to December 30, 2022 Cancellation of the registration with INPI because of the following: (I) final decision of the government agency granting administrative nullity to the claim filed by any person with real interest or maintaining the decision of denying the registration application; (II) expiration of duration without any application for extension is filed; (III) total or partial waiver in relation to the products or services that are marketed with the brands; and (IV) forfeiture that occurs to the request by any person with real interest if after the lapse of five years from the grant, on the request date, the brand use is not started in Brazil, if the brand use is halted for over five consecutive years, or if, over the same period, the brand have been used with modification that implies change to its original distinctive character or no longer marks all the products or services contained in its certificate of registration; (V) a registration is granted without observing Law 9,279/96; and (VI) court decision. Impossibility by the Company to keep using the brand in Brazil to mark the corresponding products and services, and also impeding third parties to use identical or similar brands to mark the competition services or products. There is also the possibility that the property owner be defendant to legal claims in the criminal and civil levels for improper use in case of infringement of the rights of third parties. Process: 902120964 125 Reference Form – 2014 – SUL AMERICA S/A Version: 19 9.1 - Relevant non-current assets / 9.1.b - Patents, brands, licenses, concessions, franchises and technology transfer contracts Asset type Asset description Territory Duration Events that could cause forfeiture Consequence of forfeiture Brands “SulAmérica Auto Zero Km” Process Brazil – registration class 36 Valid up to October 2, 2022 Cancellation of the registration with INPI because of the following: (I) final decision of the government agency granting administrative nullity to the claim filed by any person with real interest or maintaining the decision of denying the registration application; (II) expiration of duration without any application for extension is filed; (III) total or partial waiver in relation to the products or services that are marketed with the brands; and (IV) forfeiture that occurs to the request by any person with real interest if after the lapse of five years from the grant, on the request date, the brand use is not started in Brazil, if the brand use is halted for over five consecutive years, or if, over the same period, the brand have been used with modification that implies change to its original distinctive character or no longer marks all the products or services contained in its certificate of registration; (V) a registration is granted without observing Law 9,279/96; and (VI) court decision. Impossibility by the Company to keep using the brand in Brazil to mark the corresponding products and services, and also impeding third parties to use identical or similar brands to mark the competition services or products. There is also the possibility that the property owner be defendant to legal claims in the criminal and civil levels for improper use in case of infringement of the rights of third parties. 902120620 126 Reference Form – 2014 – SUL AMERICA S/A Version: 19 9.1 - Relevant non-current assets / 9.1.b - Patents, brands, licenses, concessions, franchises and technology transfer contracts Asset type Asset description Territory Duration Events that could cause forfeiture Consequence of forfeiture Brands “SulAmérica Caminhão Km Rodado” - Process: Brazil – registration class 36 Valid up to October 2, 2022 Cancellation of the registration with INPI because of the following: (I) final decision of the government agency granting administrative nullity to the claim filed by any person with real interest or maintaining the decision of denying the registration application; (II) expiration of duration without any application for extension is filed; (III) total or partial waiver in relation to the products or services that are marketed with the brands; and (IV) forfeiture that occurs to the request by any person with real interest if after the lapse of five years from the grant, on the request date, the brand use is not started in Brazil, if the brand use is halted for over five consecutive years, or if, over the same period, the brand have been used with modification that implies change to its original distinctive character or no longer marks all the products or services contained in its certificate of registration; (V) a registration is granted without observing Law 9,279/96; and (VI) court decision. Impossibility by the Company to keep using the brand in Brazil to mark the corresponding products and services, and also impeding third parties to use identical or similar brands to mark the competition services or products. There is also the possibility that the property owner be defendant to legal claims in the criminal and civil levels for improper use in case of infringement of the rights of third parties. 902120492 127 Reference Form – 2014 – SUL AMERICA S/A Version: 19 9.1 - Relevant non-current assets / 9.1.b - Patents, brands, licenses, concessions, franchises and technology transfer contracts Asset type Asset description Territory Duration Events that could cause forfeiture Consequence of forfeiture Brands “SULAMÉRICA IDADE ATIVA” Process: Brazil – registration class 36 Valid up to October 5, 2020 Cancellation of the registration with INPI because of the following: (I) final decision of the government agency granting administrative nullity to the claim filed by any person with real interest or maintaining the decision of denying the registration application; (II) expiration of duration without any application for extension is filed; (III) total or partial waiver in relation to the products or services that are marketed with the brands; and (IV) forfeiture that occurs to the request by any person with real interest if after the lapse of five years from the grant, on the request date, the brand use is not started in Brazil, if the brand use is halted for over five consecutive years, or if, over the same period, the brand have been used with modification that implies change to its original distinctive character or no longer marks all the products or services contained in its certificate of registration; (V) a registration is granted without observing Law 9,279/96; and (VI) court decision. Impossibility by the Company to keep using the brand in Brazil to mark the corresponding products and services, and also impeding third parties to use identical or similar brands to mark the competition services or products. There is also the possibility that the property owner be defendant to legal claims in the criminal and civil levels for improper use in case of infringement of the rights of third parties. 900957212 128 Reference Form – 2014 – SUL AMERICA S/A Version: 19 9.1 - Relevant non-current assets / 9.1.b - Patents, brands, licenses, concessions, franchises and technology transfer contracts Asset type Asset description Territory Duration Events that could cause forfeiture Consequence of forfeiture Brands “SULAMÉRICA VOCÊ BAP” Process: Brazil – registration class 36 Valid up to June 28, 2021 Cancellation of the registration with INPI because of the following: (I) final decision of the government agency granting administrative nullity to the claim filed by any person with real interest or maintaining the decision of denying the registration application; (II) expiration of duration without any application for extension is filed; (III) total or partial waiver in relation to the products or services that are marketed with the brands; and (IV) forfeiture that occurs to the request by any person with real interest if after the lapse of five years from the grant, on the request date, the brand use is not started in Brazil, if the brand use is halted for over five consecutive years, or if, over the same period, the brand have been used with modification that implies change to its original distinctive character or no longer marks all the products or services contained in its certificate of registration; (V) a registration is granted without observing Law 9,279/96; and (VI) court decision. Impossibility by the Company to keep using the brand in Brazil to mark the corresponding products and services, and also impeding third parties to use identical or similar brands to mark the competition services or products. There is also the possibility that the property owner be defendant to legal claims in the criminal and civil levels for improper use in case of infringement of the rights of third parties. 900714883 129 Reference Form – 2014 – SUL AMERICA S/A Version: 19 9.1 - Relevant non-current assets / 9.1.b - Patents, brands, licenses, concessions, franchises and technology transfer contracts Asset type Asset description Territory Duration Events that could cause forfeiture Consequence of forfeiture Brands “SULAMÉRICA” Process: Brazil – registration class 36 Valid up to November 3, 2019 Cancellation of the registration with INPI because of the following: (I) final decision of the government agency granting administrative nullity to the claim filed by any person with real interest or maintaining the decision of denying the registration application; (II) expiration of duration without any application for extension is filed; (III) total or partial waiver in relation to the products or services that are marketed with the brands; and (IV) forfeiture that occurs to the request by any person with real interest if after the lapse of five years from the grant, on the request date, the brand use is not started in Brazil, if the brand use is halted for over five consecutive years, or if, over the same period, the brand have been used with modification that implies change to its original distinctive character or no longer marks all the products or services contained in its certificate of registration; (V) a registration is granted without observing Law 9,279/96; and (VI) court decision. Impossibility by the Company to keep using the brand in Brazil to mark the corresponding products and services, and also impeding third parties to use identical or similar brands to mark the competition services or products. There is also the possibility that the property owner be defendant to legal claims in the criminal and civil levels for improper use in case of infringement of the rights of third parties. 829244166 130 Reference Form – 2014 – SUL AMERICA S/A Version: 19 9.1 - Relevant non-current assets / 9.1.b - Patents, brands, licenses, concessions, franchises and technology transfer contracts Asset type Asset description Territory Duration Events that could cause forfeiture Consequence of forfeiture Brands “SULAMÉRICA CHECK UP RESIDENCIAL” Process: Brazil – registration class 36 Valid up to December 8, 2019 Cancellation of the registration with INPI because of the following: (I) final decision of the government agency granting administrative nullity to the claim filed by any person with real interest or maintaining the decision of denying the registration application; (II) expiration of duration without any application for extension is filed; (III) total or partial waiver in relation to the products or services that are marketed with the brands; and (IV) forfeiture that occurs to the request by any person with real interest if after the lapse of five years from the grant, on the request date, the brand use is not started in Brazil, if the brand use is halted for over five consecutive years, or if, over the same period, the brand have been used with modification that implies change to its original distinctive character or no longer marks all the products or services contained in its certificate of registration; (V) a registration is granted without observing Law 9,279/96; and (VI) court decision. Impossibility by the Company to keep using the brand in Brazil to mark the corresponding products and services, and also impeding third parties to use identical or similar brands to mark the competition services or products. There is also the possibility that the property owner be defendant to legal claims in the criminal and civil levels for improper use in case of infringement of the rights of third parties. 829212345 131 Reference Form – 2014 – SUL AMERICA S/A Version: 19 9.1 - Relevant non-current assets / 9.1.b - Patents, brands, licenses, concessions, franchises and technology transfer contracts Asset type Asset description Territory Duration Events that could cause forfeiture Consequence of forfeiture Brands “SULAMÉRICA RESIDENCIAL” Process: Brazil – registration class 36 Valid up to December 8, 2019 Cancellation of the registration with INPI because of the following: (I) final decision of the government agency granting administrative nullity to the claim filed by any person with real interest or maintaining the decision of denying the registration application; (II) expiration of duration without any application for extension is filed; (III) total or partial waiver in relation to the products or services that are marketed with the brands; and (IV) forfeiture that occurs to the request by any person with real interest if after the lapse of five years from the grant, on the request date, the brand use is not started in Brazil, if the brand use is halted for over five consecutive years, or if, over the same period, the brand have been used with modification that implies change to its original distinctive character or no longer marks all the products or services contained in its certificate of registration; (V) a registration is granted without observing Law 9,279/96; and (VI) court decision. Impossibility by the Company to keep using the brand in Brazil to mark the corresponding products and services, and also impeding third parties to use identical or similar brands to mark the competition services or products. There is also the possibility that the property owner be defendant to legal claims in the criminal and civil levels for improper use in case of infringement of the rights of third parties. 829212256 132 Reference Form – 2014 – SUL AMERICA S/A Version: 19 9.1 - Relevant non-current assets / 9.1.b - Patents, brands, licenses, concessions, franchises and technology transfer contracts Asset type Asset description Territory Duration Events that could cause forfeiture Consequence of forfeiture Brands “SULAMÉRICA EXCLUSIVO” Process: Brazil – registration class 36 Valid up to December 8, 2019 Cancellation of the registration with INPI because of the following: (I) final decision of the government agency granting administrative nullity to the claim filed by any person with real interest or maintaining the decision of denying the registration application; (II) expiration of duration without any application for extension is filed; (III) total or partial waiver in relation to the products or services that are marketed with the brands; and (IV) forfeiture that occurs to the request by any person with real interest if after the lapse of five years from the grant, on the request date, the brand use is not started in Brazil, if the brand use is halted for over five consecutive years, or if, over the same period, the brand have been used with modification that implies change to its original distinctive character or no longer marks all the products or services contained in its certificate of registration; (V) a registration is granted without observing Law 9,279/96; and (VI) court decision. Impossibility by the Company to keep using the brand in Brazil to mark the corresponding products and services, and also impeding third parties to use identical or similar brands to mark the competition services or products. There is also the possibility that the property owner be defendant to legal claims in the criminal and civil levels for improper use in case of infringement of the rights of third parties. 829212248 133 Reference Form – 2014 – SUL AMERICA S/A Version: 19 9.1 - Relevant non-current assets / 9.1.b - Patents, brands, licenses, concessions, franchises and technology transfer contracts Asset type Asset description Territory Duration Events that could cause forfeiture Consequence of forfeiture Brands “SULAMÉRICA ESPECIAL” Process: Brazil – registration class 36 Valid up to December 8, 2019 Cancellation of the registration with INPI because of the following: (I) final decision of the government agency granting administrative nullity to the claim filed by any person with real interest or maintaining the decision of denying the registration application; (II) expiration of duration without any application for extension is filed; (III) total or partial waiver in relation to the products or services that are marketed with the brands; and (IV) forfeiture that occurs to the request by any person with real interest if after the lapse of five years from the grant, on the request date, the brand use is not started in Brazil, if the brand use is halted for over five consecutive years, or if, over the same period, the brand have been used with modification that implies change to its original distinctive character or no longer marks all the products or services contained in its certificate of registration; (V) a registration is granted without observing Law 9,279/96; and (VI) court decision. Impossibility by the Company to keep using the brand in Brazil to mark the corresponding products and services, and also impeding third parties to use identical or similar brands to mark the competition services or products. There is also the possibility that the property owner be defendant to legal claims in the criminal and civil levels for improper use in case of infringement of the rights of third parties. 829212230 134 Reference Form – 2014 – SUL AMERICA S/A Version: 19 9.1 - Relevant non-current assets / 9.1.b - Patents, brands, licenses, concessions, franchises and technology transfer contracts Asset type Asset description Territory Duration Events that could cause forfeiture Consequence of forfeiture Brands “SULAMÉRICA EXPERT” Process: Brazil – registration class 36 Valid up to December 8, 2019 Cancellation of the registration with INPI because of the following: (I) final decision of the government agency granting administrative nullity to the claim filed by any person with real interest or maintaining the decision of denying the registration application; (II) expiration of duration without any application for extension is filed; (III) total or partial waiver in relation to the products or services that are marketed with the brands; and (IV) forfeiture that occurs to the request by any person with real interest if after the lapse of five years from the grant, on the request date, the brand use is not started in Brazil, if the brand use is halted for over five consecutive years, or if, over the same period, the brand have been used with modification that implies change to its original distinctive character or no longer marks all the products or services contained in its certificate of registration; (V) a registration is granted without observing Law 9,279/96; and (VI) court decision. Impossibility by the Company to keep using the brand in Brazil to mark the corresponding products and services, and also impeding third parties to use identical or similar brands to mark the competition services or products. There is also the possibility that the property owner be defendant to legal claims in the criminal and civil levels for improper use in case of infringement of the rights of third parties. 829212213 135 Reference Form – 2014 – SUL AMERICA S/A Version: 19 9.1 - Relevant non-current assets / 9.1.b - Patents, brands, licenses, concessions, franchises and technology transfer contracts Asset type Asset description Territory Duration Events that could cause forfeiture Consequence of forfeiture Brands “RÁDIO SULAMÉRICA TRÂNSITO” Process: Brazil – registration class 36 Valid up to October 13, 2019 Cancellation of the registration with INPI because of the following: (I) final decision of the government agency granting administrative nullity to the claim filed by any person with real interest or maintaining the decision of denying the registration application; (II) expiration of duration without any application for extension is filed; (III) total or partial waiver in relation to the products or services that are marketed with the brands; and (IV) forfeiture that occurs to the request by any person with real interest if after the lapse of five years from the grant, on the request date, the brand use is not started in Brazil, if the brand use is halted for over five consecutive years, or if, over the same period, the brand have been used with modification that implies change to its original distinctive character or no longer marks all the products or services contained in its certificate of registration; (V) a registration is granted without observing Law 9,279/96; and (VI) court decision. Impossibility by the Company to keep using the brand in Brazil to mark the corresponding products and services, and also impeding third parties to use identical or similar brands to mark the competition services or products. There is also the possibility that the property owner be defendant to legal claims in the criminal and civil levels for improper use in case of infringement of the rights of third parties. 829001506 136 Reference Form – 2014 – SUL AMERICA S/A Version: 19 9.1 - Relevant non-current assets / 9.1.b - Patents, brands, licenses, concessions, franchises and technology transfer contracts Asset type Asset description Territory Duration Events that could cause forfeiture Consequence of forfeiture Brands “SULAMÉRICA CAMINHÃO ESSENCIAL” Process: Brazil – registration class 36 Valid up to September 8, 2019 Cancellation of the registration with INPI because of the following: (I) final decision of the government agency granting administrative nullity to the claim filed by any person with real interest or maintaining the decision of denying the registration application; (II) expiration of duration without any application for extension is filed; (III) total or partial waiver in relation to the products or services that are marketed with the brands; and (IV) forfeiture that occurs to the request by any person with real interest if after the lapse of five years from the grant, on the request date, the brand use is not started in Brazil, if the brand use is halted for over five consecutive years, or if, over the same period, the brand have been used with modification that implies change to its original distinctive character or no longer marks all the products or services contained in its certificate of registration; (V) a registration is granted without observing Law 9,279/96; and (VI) court decision. Impossibility by the Company to keep using the brand in Brazil to mark the corresponding products and services, and also impeding third parties to use identical or similar brands to mark the competition services or products. There is also the possibility that the property owner be defendant to legal claims in the criminal and civil levels for improper use in case of infringement of the rights of third parties. 828869227 137 Reference Form – 2014 – SUL AMERICA S/A Version: 19 9.1 - Relevant non-current assets / 9.1.b - Patents, brands, licenses, concessions, franchises and technology transfer contracts Asset type Asset description Territory Duration Events that could cause forfeiture Consequence of forfeiture Brands “PREV 10” Process: Brazil – registration class 36 Valid up to April 29, 2018 Cancellation of the registration with INPI because of the following: (I) final decision of the government agency granting administrative nullity to the claim filed by any person with real interest or maintaining the decision of denying the registration application; (II) expiration of duration without any application for extension is filed; (III) total or partial waiver in relation to the products or services that are marketed with the brands; and (IV) forfeiture that occurs to the request by any person with real interest if after the lapse of five years from the grant, on the request date, the brand use is not started in Brazil, if the brand use is halted for over five consecutive years, or if, over the same period, the brand have been used with modification that implies change to its original distinctive character or no longer marks all the products or services contained in its certificate of registration; (V) a registration is granted without observing Law 9,279/96; and (VI) court decision. Impossibility by the Company to keep using the brand in Brazil to mark the corresponding products and services, and also impeding third parties to use identical or similar brands to mark the competition services or products. There is also the possibility that the property owner be defendant to legal claims in the criminal and civil levels for improper use in case of infringement of the rights of third parties. 828279888 138 Reference Form – 2014 – SUL AMERICA S/A Version: 19 9.1 - Relevant non-current assets / 9.1.b - Patents, brands, licenses, concessions, franchises and technology transfer contracts Asset type Asset description Territory Duration Events that could cause forfeiture Consequence of forfeiture Brands “SULAMÉRICA EXECUTIVOS PREMIÁVEL – ACIDENTES PESSOAIS” Process: Brazil – registration class 36 Valid up to December 4, 2017 Cancellation of the registration with INPI because of the following: (I) final decision of the government agency granting administrative nullity to the claim filed by any person with real interest or maintaining the decision of denying the registration application; (II) expiration of duration without any application for extension is filed; (III) total or partial waiver in relation to the products or services that are marketed with the brands; and (IV) forfeiture that occurs to the request by any person with real interest if after the lapse of five years from the grant, on the request date, the brand use is not started in Brazil, if the brand use is halted for over five consecutive years, or if, over the same period, the brand have been used with modification that implies change to its original distinctive character or no longer marks all the products or services contained in its certificate of registration; (V) a registration is granted without observing Law 9,279/96; and (VI) court decision. Impossibility by the Company to keep using the brand in Brazil to mark the corresponding products and services, and also impeding third parties to use identical or similar brands to mark the competition services or products. There is also the possibility that the property owner be defendant to legal claims in the criminal and civil levels for improper use in case of infringement of the rights of third parties. 827751818 139 Reference Form – 2014 – SUL AMERICA S/A Version: 19 9.1 - Relevant non-current assets / 9.1.b - Patents, brands, licenses, concessions, franchises and technology transfer contracts Asset type Asset description Territory Duration Events that could cause forfeiture Consequence of forfeiture Brands “SULAMÉRICA EXECUTIVOS PREMIÁVEL VIDA FAMILIAR” Process: Brazil – registration class 36 Valid up to January 2, 2018 Cancellation of the registration with INPI because of the following: (I) final decision of the government agency granting administrative nullity to the claim filed by any person with real interest or maintaining the decision of denying the registration application; (II) expiration of duration without any application for extension is filed; (III) total or partial waiver in relation to the products or services that are marketed with the brands; and (IV) forfeiture that occurs to the request by any person with real interest if after the lapse of five years from the grant, on the request date, the brand use is not started in Brazil, if the brand use is halted for over five consecutive years, or if, over the same period, the brand have been used with modification that implies change to its original distinctive character or no longer marks all the products or services contained in its certificate of registration; (V) a registration is granted without observing Law 9,279/96; and (VI) court decision. Impossibility by the Company to keep using the brand in Brazil to mark the corresponding products and services, and also impeding third parties to use identical or similar brands to mark the competition services or products. There is also the possibility that the property owner be defendant to legal claims in the criminal and civil levels for improper use in case of infringement of the rights of third parties. 827751800 140 Reference Form – 2014 – SUL AMERICA S/A Version: 19 9.1 - Relevant non-current assets / 9.1.b - Patents, brands, licenses, concessions, franchises and technology transfer contracts Asset type Asset description Territory Duration Events that could cause forfeiture Consequence of forfeiture Brands “SULAMÉRICA EXECUTIVOS PREMIÁVEL VIDA INDIVIDUAL” Process: Brazil – registration class 36 Valid up to January 2, 2018 Cancellation of the registration with INPI because of the following: (I) final decision of the government agency granting administrative nullity to the claim filed by any person with real interest or maintaining the decision of denying the registration application; (II) expiration of duration without any application for extension is filed; (III) total or partial waiver in relation to the products or services that are marketed with the brands; and (IV) forfeiture that occurs to the request by any person with real interest if after the lapse of five years from the grant, on the request date, the brand use is not started in Brazil, if the brand use is halted for over five consecutive years, or if, over the same period, the brand have been used with modification that implies change to its original distinctive character or no longer marks all the products or services contained in its certificate of registration; (V) a registration is granted without observing Law 9,279/96; and (VI) court decision. Impossibility by the Company to keep using the brand in Brazil to mark the corresponding products and services, and also impeding third parties to use identical or similar brands to mark the competition services or products. There is also the possibility that the property owner be defendant to legal claims in the criminal and civil levels for improper use in case of infringement of the rights of third parties. 827751796 141 Reference Form – 2014 – SUL AMERICA S/A Version: 19 9.1 - Relevant non-current assets / 9.1.b - Patents, brands, licenses, concessions, franchises and technology transfer contracts Asset type Asset description Territory Duration Events that could cause forfeiture Consequence of forfeiture Brands “SULAMÉRICA” Process: Brazil – registration class 35 Valid up to January 20, 2019 Cancellation of the registration with INPI because of the following: (I) final decision of the government agency granting administrative nullity to the claim filed by any person with real interest or maintaining the decision of denying the registration application; (II) expiration of duration without any application for extension is filed; (III) total or partial waiver in relation to the products or services that are marketed with the brands; and (IV) forfeiture that occurs to the request by any person with real interest if after the lapse of five years from the grant, on the request date, the brand use is not started in Brazil, if the brand use is halted for over five consecutive years, or if, over the same period, the brand have been used with modification that implies change to its original distinctive character or no longer marks all the products or services contained in its certificate of registration; (V) a registration is granted without observing Law 9,279/96; and (VI) court decision. Impossibility by the Company to keep using the brand in Brazil to mark the corresponding products and services, and also impeding third parties to use identical or similar brands to mark the competition services or products. There is also the possibility that the property owner be defendant to legal claims in the criminal and civil levels for improper use in case of infringement of the rights of third parties. 826438156 142 Reference Form – 2014 – SUL AMERICA S/A Version: 19 9.1 - Relevant non-current assets / 9.1.b - Patents, brands, licenses, concessions, franchises and technology transfer contracts Asset type Asset description Territory Duration Events that could cause forfeiture Consequence of forfeiture Brands “SULAMÉRICA CAPITALIZAÇÃO SUPER FÁCIL GARANTIA DE ALUGUEL” Process: Brazil – registration class 36 Valid up to June 19, 2022 Cancellation of the registration with INPI because of the following: (I) final decision of the government agency granting administrative nullity to the claim filed by any person with real interest or maintaining the decision of denying the registration application; (II) expiration of duration without any application for extension is filed; (III) total or partial waiver in relation to the products or services that are marketed with the brands; and (IV) forfeiture that occurs to the request by any person with real interest if after the lapse of five years from the grant, on the request date, the brand use is not started in Brazil, if the brand use is halted for over five consecutive years, or if, over the same period, the brand have been used with modification that implies change to its original distinctive character or no longer marks all the products or services contained in its certificate of registration; (V) a registration is granted without observing Law 9,279/96; and (VI) court decision. Impossibility by the Company to keep using the brand in Brazil to mark the corresponding products and services, and also impeding third parties to use identical or similar brands to mark the competition services or products. There is also the possibility that the property owner be defendant to legal claims in the criminal and civil levels for improper use in case of infringement of the rights of third parties. 823447057 143 Reference Form – 2014 – SUL AMERICA S/A Version: 19 9.1 - Relevant non-current assets / 9.1.b - Patents, brands, licenses, concessions, franchises and technology transfer contracts Asset type Asset description Territory Duration Events that could cause forfeiture Consequence of forfeiture Brands “GRESUL” Process: Brazil – registration class 41 Valid up to July 31, 2017 Cancellation of the registration with INPI because of the following: (I) final decision of the government agency granting administrative nullity to the claim filed by any person with real interest or maintaining the decision of denying the registration application; (II) expiration of duration without any application for extension is filed; (III) total or partial waiver in relation to the products or services that are marketed with the brands; and (IV) forfeiture that occurs to the request by any person with real interest if after the lapse of five years from the grant, on the request date, the brand use is not started in Brazil, if the brand use is halted for over five consecutive years, or if, over the same period, the brand have been used with modification that implies change to its original distinctive character or no longer marks all the products or services contained in its certificate of registration; (V) a registration is granted without observing Law 9,279/96; and (VI) court decision. Impossibility by the Company to keep using the brand in Brazil to mark the corresponding products and services, and also impeding third parties to use identical or similar brands to mark the competition services or products. There is also the possibility that the property owner be defendant to legal claims in the criminal and civil levels for improper use in case of infringement of the rights of third parties. 823081559 144 Reference Form – 2014 – SUL AMERICA S/A Version: 19 9.1 - Relevant non-current assets / 9.1.b - Patents, brands, licenses, concessions, franchises and technology transfer contracts Asset type Asset description Territory Duration Events that could cause forfeiture Consequence of forfeiture Brands “EXECUTIVOS ASSOCIADO” Process: Brazil – registration class 36 Valid up to November 29, 2015 Cancellation of the registration with INPI because of the following: (I) final decision of the government agency granting administrative nullity to the claim filed by any person with real interest or maintaining the decision of denying the registration application; (II) expiration of duration without any application for extension is filed; (III) total or partial waiver in relation to the products or services that are marketed with the brands; and (IV) forfeiture that occurs to the request by any person with real interest if after the lapse of five years from the grant, on the request date, the brand use is not started in Brazil, if the brand use is halted for over five consecutive years, or if, over the same period, the brand have been used with modification that implies change to its original distinctive character or no longer marks all the products or services contained in its certificate of registration; (V) a registration is granted without observing Law 9,279/96; and (VI) court decision. Impossibility by the Company to keep using the brand in Brazil to mark the corresponding products and services, and also impeding third parties to use identical or similar brands to mark the competition services or products. There is also the possibility that the property owner be defendant to legal claims in the criminal and civil levels for improper use in case of infringement of the rights of third parties. 821995960 145 Reference Form – 2014 – SUL AMERICA S/A Version: 19 9.1 - Relevant non-current assets / 9.1.b - Patents, brands, licenses, concessions, franchises and technology transfer contracts Asset type Asset description Territory Duration Events that could cause forfeiture Consequence of forfeiture Brands “EXECUTIVOS MASTERVIDA” Process: Brazil – registration class 36 Valid up to July 17, 2021 Cancellation of the registration with INPI because of the following: (I) final decision of the government agency granting administrative nullity to the claim filed by any person with real interest or maintaining the decision of denying the registration application; (II) expiration of duration without any application for extension is filed; (III) total or partial waiver in relation to the products or services that are marketed with the brands; and (IV) forfeiture that occurs to the request by any person with real interest if after the lapse of five years from the grant, on the request date, the brand use is not started in Brazil, if the brand use is halted for over five consecutive years, or if, over the same period, the brand have been used with modification that implies change to its original distinctive character or no longer marks all the products or services contained in its certificate of registration; (V) a registration is granted without observing Law 9,279/96; and (VI) court decision. Impossibility by the Company to keep using the brand in Brazil to mark the corresponding products and services, and also impeding third parties to use identical or similar brands to mark the competition services or products. There is also the possibility that the property owner be defendant to legal claims in the criminal and civil levels for improper use in case of infringement of the rights of third parties. 820812714 146 Reference Form – 2014 – SUL AMERICA S/A Version: 19 9.1 - Relevant non-current assets / 9.1.b - Patents, brands, licenses, concessions, franchises and technology transfer contracts Asset type Asset description Territory Duration Events that could cause forfeiture Consequence of forfeiture Brands “EXECUTIVOS SEGURO PREMIADO” Process: Brazil – registration class 36 Valid up to May 4, 2019 Cancellation of the registration with INPI because of the following: (I) final decision of the government agency granting administrative nullity to the claim filed by any person with real interest or maintaining the decision of denying the registration application; (II) expiration of duration without any application for extension is filed; (III) total or partial waiver in relation to the products or services that are marketed with the brands; and (IV) forfeiture that occurs to the request by any person with real interest if after the lapse of five years from the grant, on the request date, the brand use is not started in Brazil, if the brand use is halted for over five consecutive years, or if, over the same period, the brand have been used with modification that implies change to its original distinctive character or no longer marks all the products or services contained in its certificate of registration; (V) a registration is granted without observing Law 9,279/96; and (VI) court decision. Impossibility by the Company to keep using the brand in Brazil to mark the corresponding products and services, and also impeding third parties to use identical or similar brands to mark the competition services or products. There is also the possibility that the property owner be defendant to legal claims in the criminal and civil levels for improper use in case of infringement of the rights of third parties. 819509981 147 Reference Form – 2014 – SUL AMERICA S/A Version: 19 9.1 - Relevant non-current assets / 9.1.b - Patents, brands, licenses, concessions, franchises and technology transfer contracts Asset type Asset description Territory Duration Events that could cause forfeiture Consequence of forfeiture Brands “EXECUTIVOS VIDA COM SORTEIO” Process: Brazil – registration class 36:70 Valid up to May 4, 2019 Cancellation of the registration with INPI because of the following: (I) final decision of the government agency granting administrative nullity to the claim filed by any person with real interest or maintaining the decision of denying the registration application; (II) expiration of duration without any application for extension is filed; (III) total or partial waiver in relation to the products or services that are marketed with the brands; and (IV) forfeiture that occurs to the request by any person with real interest if after the lapse of five years from the grant, on the request date, the brand use is not started in Brazil, if the brand use is halted for over five consecutive years, or if, over the same period, the brand have been used with modification that implies change to its original distinctive character or no longer marks all the products or services contained in its certificate of registration; (V) a registration is granted without observing Law 9,279/96; and (VI) court decision. Impossibility by the Company to keep using the brand in Brazil to mark the corresponding products and services, and also impeding third parties to use identical or similar brands to mark the competition services or products. There is also the possibility that the property owner be defendant to legal claims in the criminal and civil levels for improper use in case of infringement of the rights of third parties. 819509973 148 Reference Form – 2014 – SUL AMERICA S/A Version: 19 9.1 - Relevant non-current assets / 9.1.b - Patents, brands, licenses, concessions, franchises and technology transfer contracts Asset type Asset description Territory Duration Events that could cause forfeiture Consequence of forfeiture Brands “EXECUTIVOS VIDA FAMILIAR” Process: Brazil – registration class 36:70 Valid up to May 4, 2019 Cancellation of the registration with INPI because of the following: (I) final decision of the government agency granting administrative nullity to the claim filed by any person with real interest or maintaining the decision of denying the registration application; (II) expiration of duration without any application for extension is filed; (III) total or partial waiver in relation to the products or services that are marketed with the brands; and (IV) forfeiture that occurs to the request by any person with real interest if after the lapse of five years from the grant, on the request date, the brand use is not started in Brazil, if the brand use is halted for over five consecutive years, or if, over the same period, the brand have been used with modification that implies change to its original distinctive character or no longer marks all the products or services contained in its certificate of registration; (V) a registration is granted without observing Law 9,279/96; and (VI) court decision. Impossibility by the Company to keep using the brand in Brazil to mark the corresponding products and services, and also impeding third parties to use identical or similar brands to mark the competition services or products. There is also the possibility that the property owner be defendant to legal claims in the criminal and civil levels for improper use in case of infringement of the rights of third parties. 819509965 149 Reference Form – 2014 – SUL AMERICA S/A Version: 19 9.1 - Relevant non-current assets / 9.1.b - Patents, brands, licenses, concessions, franchises and technology transfer contracts Asset type Asset description Territory Duration Events that could cause forfeiture Consequence of forfeiture Brands “E PRESTAMISTA” Process: Brazil – registration class 36:70 Valid up to February 23, 2019 Cancellation of the registration with INPI because of the following: (I) final decision of the government agency granting administrative nullity to the claim filed by any person with real interest or maintaining the decision of denying the registration application; (II) expiration of duration without any application for extension is filed; (III) total or partial waiver in relation to the products or services that are marketed with the brands; and (IV) forfeiture that occurs to the request by any person with real interest if after the lapse of five years from the grant, on the request date, the brand use is not started in Brazil, if the brand use is halted for over five consecutive years, or if, over the same period, the brand have been used with modification that implies change to its original distinctive character or no longer marks all the products or services contained in its certificate of registration; (V) a registration is granted without observing Law 9,279/96; and (VI) court decision. Impossibility by the Company to keep using the brand in Brazil to mark the corresponding products and services, and also impeding third parties to use identical or similar brands to mark the competition services or products. There is also the possibility that the property owner be defendant to legal claims in the criminal and civil levels for improper use in case of infringement of the rights of third parties. 819278076 150 Reference Form – 2014 – SUL AMERICA S/A Version: 19 9.1 - Relevant non-current assets / 9.1.b - Patents, brands, licenses, concessions, franchises and technology transfer contracts Asset type Asset description Territory Duration Events that could cause forfeiture Consequence of forfeiture Brands “SUL AMERICA AUTO” - Process: Brazil – registration class 36:30 Valid up to April 8, 2017 Cancellation of the registration with INPI because of the following: (I) final decision of the government agency granting administrative nullity to the claim filed by any person with real interest or maintaining the decision of denying the registration application; (II) expiration of duration without any application for extension is filed; (III) total or partial waiver in relation to the products or services that are marketed with the brands; and (IV) forfeiture that occurs to the request by any person with real interest if after the lapse of five years from the grant, on the request date, the brand use is not started in Brazil, if the brand use is halted for over five consecutive years, or if, over the same period, the brand have been used with modification that implies change to its original distinctive character or no longer marks all the products or services contained in its certificate of registration; (V) a registration is granted without observing Law 9,279/96; and (VI) court decision. Impossibility by the Company to keep using the brand in Brazil to mark the corresponding products and services, and also impeding third parties to use identical or similar brands to mark the competition services or products. There is also the possibility that the property owner be defendant to legal claims in the criminal and civil levels for improper use in case of infringement of the rights of third parties. 817449442 151 Reference Form – 2014 – SUL AMERICA S/A Version: 19 9.1 - Relevant non-current assets / 9.1.b - Patents, brands, licenses, concessions, franchises and technology transfer contracts Asset type Asset description Territory Duration Events that could cause forfeiture Consequence of forfeiture Brands “SUL AMERICA CONDOMÍNIO” Process: Brazil – registration class 36:30 Valid up to April 8, 2017 Cancellation of the registration with INPI because of the following: (I) final decision of the government agency granting administrative nullity to the claim filed by any person with real interest or maintaining the decision of denying the registration application; (II) expiration of duration without any application for extension is filed; (III) total or partial waiver in relation to the products or services that are marketed with the brands; and (IV) forfeiture that occurs to the request by any person with real interest if after the lapse of five years from the grant, on the request date, the brand use is not started in Brazil, if the brand use is halted for over five consecutive years, or if, over the same period, the brand have been used with modification that implies change to its original distinctive character or no longer marks all the products or services contained in its certificate of registration; (V) a registration is granted without observing Law 9,279/96; and (VI) court decision. Impossibility by the Company to keep using the brand in Brazil to mark the corresponding products and services, and also impeding third parties to use identical or similar brands to mark the competition services or products. There is also the possibility that the property owner be defendant to legal claims in the criminal and civil levels for improper use in case of infringement of the rights of third parties. 817449272 152 Reference Form – 2014 – SUL AMERICA S/A Version: 19 9.1 - Relevant non-current assets / 9.1.b - Patents, brands, licenses, concessions, franchises and technology transfer contracts Asset type Asset description Territory Duration Events that could cause forfeiture Consequence of forfeiture Brands “SULAMERICA ESTRADA” Process: Brazil – registration class 40:25 Valid up to April 8, 2017 Cancellation of the registration with INPI because of the following: (I) final decision of the government agency granting administrative nullity to the claim filed by any person with real interest or maintaining the decision of denying the registration application; (II) expiration of duration without any application for extension is filed; (III) total or partial waiver in relation to the products or services that are marketed with the brands; and (IV) forfeiture that occurs to the request by any person with real interest if after the lapse of five years from the grant, on the request date, the brand use is not started in Brazil, if the brand use is halted for over five consecutive years, or if, over the same period, the brand have been used with modification that implies change to its original distinctive character or no longer marks all the products or services contained in its certificate of registration; (V) a registration is granted without observing Law 9,279/96; and (VI) court decision. Impossibility by the Company to keep using the brand in Brazil to mark the corresponding products and services, and also impeding third parties to use identical or similar brands to mark the competition services or products. There is also the possibility that the property owner be defendant to legal claims in the criminal and civil levels for improper use in case of infringement of the rights of third parties. 817448640 153 Reference Form – 2014 – SUL AMERICA S/A Version: 19 9.1 - Relevant non-current assets / 9.1.b - Patents, brands, licenses, concessions, franchises and technology transfer contracts Asset type Asset description Territory Duration Events that could cause forfeiture Consequence of forfeiture Brands “EXECTRIP” Process: Brazil – registration class 36:70 Valid up to October 6, 2018 Cancellation of the registration with INPI because of the following: (I) final decision of the government agency granting administrative nullity to the claim filed by any person with real interest or maintaining the decision of denying the registration application; (II) expiration of duration without any application for extension is filed; (III) total or partial waiver in relation to the products or services that are marketed with the brands; and (IV) forfeiture that occurs to the request by any person with real interest if after the lapse of five years from the grant, on the request date, the brand use is not started in Brazil, if the brand use is halted for over five consecutive years, or if, over the same period, the brand have been used with modification that implies change to its original distinctive character or no longer marks all the products or services contained in its certificate of registration; (V) a registration is granted without observing Law 9,279/96; and (VI) court decision. Impossibility by the Company to keep using the brand in Brazil to mark the corresponding products and services, and also impeding third parties to use identical or similar brands to mark the competition services or products. There is also the possibility that the property owner be defendant to legal claims in the criminal and civil levels for improper use in case of infringement of the rights of third parties. 817818774 154 Reference Form – 2014 – SUL AMERICA S/A Version: 19 9.1 - Relevant non-current assets / 9.1.b - Patents, brands, licenses, concessions, franchises and technology transfer contracts Asset type Asset description Territory Duration Events that could cause forfeiture Consequence of forfeiture Brands “EXPERT” Process: Brazil – registration class 36 Valid up to March 25, 2023 Cancellation of the registration with INPI because of the following: (I) final decision of the government agency granting administrative nullity to the claim filed by any person with real interest or maintaining the decision of denying the registration application; (II) expiration of duration without any application for extension is filed; (III) total or partial waiver in relation to the products or services that are marketed with the brands; and (IV) forfeiture that occurs to the request by any person with real interest if after the lapse of five years from the grant, on the request date, the brand use is not started in Brazil, if the brand use is halted for over five consecutive years, or if, over the same period, the brand have been used with modification that implies change to its original distinctive character or no longer marks all the products or services contained in its certificate of registration; (V) a registration is granted without observing Law 9,279/96; and (VI) court decision. Impossibility by the Company to keep using the brand in Brazil to mark the corresponding products and services, and also impeding third parties to use identical or similar brands to mark the competition services or products. There is also the possibility that the property owner be defendant to legal claims in the criminal and civil levels for improper use in case of infringement of the rights of third parties. 816313024 155 Reference Form – 2014 – SUL AMERICA S/A Version: 19 9.1 - Relevant non-current assets / 9.1.b - Patents, brands, licenses, concessions, franchises and technology transfer contracts Asset type Asset description Territory Duration Events that could cause forfeiture Consequence of forfeiture Brands “CLUBE DOS EXECUTIVOS” Process: Brazil – registration class 36:70 Valid up to November 12, 2016 Cancellation of the registration with INPI because of the following: (I) final decision of the government agency granting administrative nullity to the claim filed by any person with real interest or maintaining the decision of denying the registration application; (II) expiration of duration without any application for extension is filed; (III) total or partial waiver in relation to the products or services that are marketed with the brands; and (IV) forfeiture that occurs to the request by any person with real interest if after the lapse of five years from the grant, on the request date, the brand use is not started in Brazil, if the brand use is halted for over five consecutive years, or if, over the same period, the brand have been used with modification that implies change to its original distinctive character or no longer marks all the products or services contained in its certificate of registration; (V) a registration is granted without observing Law 9,279/96; and (VI) court decision. Impossibility by the Company to keep using the brand in Brazil to mark the corresponding products and services, and also impeding third parties to use identical or similar brands to mark the competition services or products. There is also the possibility that the property owner be defendant to legal claims in the criminal and civil levels for improper use in case of infringement of the rights of third parties. 816312907 156 Reference Form – 2014 – SUL AMERICA S/A Version: 19 9.1 - Relevant non-current assets / 9.1.b - Patents, brands, licenses, concessions, franchises and technology transfer contracts Asset type Asset description Territory Duration Events that could cause forfeiture Consequence of forfeiture Brands “SULAMÉRICA MULTISERVIÇOS” Process: Brazil – registration class 40:25 Valid up to March 28, 2015 Cancellation of the registration with INPI because of the following: (I) final decision of the government agency granting administrative nullity to the claim filed by any person with real interest or maintaining the decision of denying the registration application; (II) expiration of duration without any application for extension is filed; (III) total or partial waiver in relation to the products or services that are marketed with the brands; and (IV) forfeiture that occurs to the request by any person with real interest if after the lapse of five years from the grant, on the request date, the brand use is not started in Brazil, if the brand use is halted for over five consecutive years, or if, over the same period, the brand have been used with modification that implies change to its original distinctive character or no longer marks all the products or services contained in its certificate of registration; (V) a registration is granted without observing Law 9,279/96; and (VI) court decision. Impossibility by the Company to keep using the brand in Brazil to mark the corresponding products and services, and also impeding third parties to use identical or similar brands to mark the competition services or products. There is also the possibility that the property owner be defendant to legal claims in the criminal and civil levels for improper use in case of infringement of the rights of third parties. 814650554 157 Reference Form – 2014 – SUL AMERICA S/A Version: 19 9.1 - Relevant non-current assets / 9.1.b - Patents, brands, licenses, concessions, franchises and technology transfer contracts Asset type Asset description Territory Duration Events that could cause forfeiture Consequence of forfeiture Brands “SULAMÉRICA OPEN” Process: Brazil – registration class 41 Valid up to March 31, 2022 Cancellation of the registration with INPI because of the following: (I) final decision of the government agency granting administrative nullity to the claim filed by any person with real interest or maintaining the decision of denying the registration application; (II) expiration of duration without any application for extension is filed; (III) total or partial waiver in relation to the products or services that are marketed with the brands; and (IV) forfeiture that occurs to the request by any person with real interest if after the lapse of five years from the grant, on the request date, the brand use is not started in Brazil, if the brand use is halted for over five consecutive years, or if, over the same period, the brand have been used with modification that implies change to its original distinctive character or no longer marks all the products or services contained in its certificate of registration; (V) a registration is granted without observing Law 9,279/96; and (VI) court decision. Impossibility by the Company to keep using the brand in Brazil to mark the corresponding products and services, and also impeding third parties to use identical or similar brands to mark the competition services or products. There is also the possibility that the property owner be defendant to legal claims in the criminal and civil levels for improper use in case of infringement of the rights of third parties. 814421024 158 Reference Form – 2014 – SUL AMERICA S/A Version: 19 9.1 - Relevant non-current assets / 9.1.b - Patents, brands, licenses, concessions, franchises and technology transfer contracts Asset type Asset description Territory Duration Events that could cause forfeiture Consequence of forfeiture Brands “SULAMÉRICA” Process: Brazil – registration class 40/10.20 Valid up to April 28, 2017 Cancellation of the registration with INPI because of the following: (I) final decision of the government agency granting administrative nullity to the claim filed by any person with real interest or maintaining the decision of denying the registration application; (II) expiration of duration without any application for extension is filed; (III) total or partial waiver in relation to the products or services that are marketed with the brands; and (IV) forfeiture that occurs to the request by any person with real interest if after the lapse of five years from the grant, on the request date, the brand use is not started in Brazil, if the brand use is halted for over five consecutive years, or if, over the same period, the brand have been used with modification that implies change to its original distinctive character or no longer marks all the products or services contained in its certificate of registration; (V) a registration is granted without observing Law 9,279/96; and (VI) court decision. Impossibility by the Company to keep using the brand in Brazil to mark the corresponding products and services, and also impeding third parties to use identical or similar brands to mark the competition services or products. There is also the possibility that the property owner be defendant to legal claims in the criminal and civil levels for improper use in case of infringement of the rights of third parties. 812136195 159 Reference Form – 2014 – SUL AMERICA S/A Version: 19 9.1 - Relevant non-current assets / 9.1.b - Patents, brands, licenses, concessions, franchises and technology transfer contracts Asset type Asset description Territory Duration Events that could cause forfeiture Consequence of forfeiture Brands “SULAMÉRICA” Processes: Brazil – registration classes 40:10; 40:20; 39:10 Valid up to April 25, 2019 and April 28, 2017 Cancellation of the registration with INPI because of the following: (I) final decision of the government agency granting administrative nullity to the claim filed by any person with real interest or maintaining the decision of denying the registration application; (II) expiration of duration without any application for extension is filed; (III) total or partial waiver in relation to the products or services that are marketed with the brands; and (IV) forfeiture that occurs to the request by any person with real interest if after the lapse of five years from the grant, on the request date, the brand use is not started in Brazil, if the brand use is halted for over five consecutive years, or if, over the same period, the brand have been used with modification that implies change to its original distinctive character or no longer marks all the products or services contained in its certificate of registration; (V) a registration is granted without observing Law 9,279/96; and (VI) court decision. Impossibility by the Company to keep using the brand in Brazil to mark the corresponding products and services, and also impeding third parties to use identical or similar brands to mark the competition services or products. There is also the possibility that the property owner be defendant to legal claims in the criminal and civil levels for improper use in case of infringement of the rights of third parties. 812136187 812136144 160 Reference Form – 2014 – SUL AMERICA S/A Version: 19 9.1 - Relevant non-current assets / 9.1.b - Patents, brands, licenses, concessions, franchises and technology transfer contracts Asset type Asset description Territory Duration Events that could cause forfeiture Consequence of forfeiture Brands “SULAMÉRICA” Process: Brazil – registration class 39:10 Valid up to April 28, 2017 Cancellation of the registration with INPI because of the following: (I) final decision of the government agency granting administrative nullity to the claim filed by any person with real interest or maintaining the decision of denying the registration application; (II) expiration of duration without any application for extension is filed; (III) total or partial waiver in relation to the products or services that are marketed with the brands; and (IV) forfeiture that occurs to the request by any person with real interest if after the lapse of five years from the grant, on the request date, the brand use is not started in Brazil, if the brand use is halted for over five consecutive years, or if, over the same period, the brand have been used with modification that implies change to its original distinctive character or no longer marks all the products or services contained in its certificate of registration; (V) a registration is granted without observing Law 9,279/96; and (VI) court decision. Impossibility by the Company to keep using the brand in Brazil to mark the corresponding products and services, and also impeding third parties to use identical or similar brands to mark the competition services or products. There is also the possibility that the property owner be defendant to legal claims in the criminal and civil levels for improper use in case of infringement of the rights of third parties. 812136152 161 Reference Form – 2014 – SUL AMERICA S/A Version: 19 9.1 - Relevant non-current assets / 9.1.b - Patents, brands, licenses, concessions, franchises and technology transfer contracts Asset type Asset description Territory Duration Events that could cause forfeiture Consequence of forfeiture Brands “SULACAP” Process: Brazil – registration classes 36:40 and 36:70 Valid up to January 17, 2024 Cancellation of the registration with INPI because of the following: (I) final decision of the government agency granting administrative nullity to the claim filed by any person with real interest or maintaining the decision of denying the registration application; (II) expiration of duration without any application for extension is filed; (III) total or partial waiver in relation to the products or services that are marketed with the brands; and (IV) forfeiture that occurs to the request by any person with real interest if after the lapse of five years from the grant, on the request date, the brand use is not started in Brazil, if the brand use is halted for over five consecutive years, or if, over the same period, the brand have been used with modification that implies change to its original distinctive character or no longer marks all the products or services contained in its certificate of registration; (V) a registration is granted without observing Law 9,279/96; and (VI) court decision. Impossibility by the Company to keep using the brand in Brazil to mark the corresponding products and services, and also impeding third parties to use identical or similar brands to mark the competition services or products. There is also the possibility that the property owner be defendant to legal claims in the criminal and civil levels for improper use in case of infringement of the rights of third parties. 810960028 162 Reference Form – 2014 – SUL AMERICA S/A Version: 19 9.1 - Relevant non-current assets / 9.1.b - Patents, brands, licenses, concessions, franchises and technology transfer contracts Asset type Asset description Territory Duration Events that could cause forfeiture Consequence of forfeiture Brands “SULAMÉRICA” Process: Brazil – registration class 39:10 Valid up to July 19, 2023 Cancellation of the registration with INPI because of the following: (I) final decision of the government agency granting administrative nullity to the claim filed by any person with real interest or maintaining the decision of denying the registration application; (II) expiration of duration without any application for extension is filed; (III) total or partial waiver in relation to the products or services that are marketed with the brands; and (IV) forfeiture that occurs to the request by any person with real interest if after the lapse of five years from the grant, on the request date, the brand use is not started in Brazil, if the brand use is halted for over five consecutive years, or if, over the same period, the brand have been used with modification that implies change to its original distinctive character or no longer marks all the products or services contained in its certificate of registration; (V) a registration is granted without observing Law 9,279/96; and (VI) court decision. Impossibility by the Company to keep using the brand in Brazil to mark the corresponding products and services, and also impeding third parties to use identical or similar brands to mark the competition services or products. There is also the possibility that the property owner be defendant to legal claims in the criminal and civil levels for improper use in case of infringement of the rights of third parties. 810637642 163 Reference Form – 2014 – SUL AMERICA S/A Version: 19 9.1 - Relevant non-current assets / 9.1.b - Patents, brands, licenses, concessions, franchises and technology transfer contracts Asset type Asset description Territory Duration Events that could cause forfeiture Consequence of forfeiture Brands “SULAMÉRICA” – Logo: Brazil – registration class 39:10 Valid up to March 1, 2023 Cancellation of the registration with INPI because of the following: (I) final decision of the government agency granting administrative nullity to the claim filed by any person with real interest or maintaining the decision of denying the registration application; (II) expiration of duration without any application for extension is filed; (III) total or partial waiver in relation to the products or services that are marketed with the brands; and (IV) forfeiture that occurs to the request by any person with real interest if after the lapse of five years from the grant, on the request date, the brand use is not started in Brazil, if the brand use is halted for over five consecutive years, or if, over the same period, the brand have been used with modification that implies change to its original distinctive character or no longer marks all the products or services contained in its certificate of registration; (V) a registration is granted without observing Law 9,279/96; and (VI) court decision. Impossibility by the Company to keep using the brand in Brazil to mark the corresponding products and services, and also impeding third parties to use identical or similar brands to mark the competition services or products. There is also the possibility that the property owner be defendant to legal claims in the criminal and civil levels for improper use in case of infringement of the rights of third parties. 810084104 164 Reference Form – 2014 – SUL AMERICA S/A Version: 19 9.1 - Relevant non-current assets / 9.1.b - Patents, brands, licenses, concessions, franchises and technology transfer contracts Asset type Asset description Territory Duration Events that could cause forfeiture Consequence of forfeiture Brands “PROGRAMA DE VIDA” - Process: Brazil – registration class 36:30 Valid up to June 25, 2020 Cancellation of the registration with INPI because of the following: (I) final decision of the government agency granting administrative nullity to the claim filed by any person with real interest or maintaining the decision of denying the registration application; (II) expiration of duration without any application for extension is filed; (III) total or partial waiver in relation to the products or services that are marketed with the brands; and (IV) forfeiture that occurs to the request by any person with real interest if after the lapse of five years from the grant, on the request date, the brand use is not started in Brazil, if the brand use is halted for over five consecutive years, or if, over the same period, the brand have been used with modification that implies change to its original distinctive character or no longer marks all the products or services contained in its certificate of registration; (V) a registration is granted without observing Law 9,279/96; and (VI) court decision. Impossibility by the Company to keep using the brand in Brazil to mark the corresponding products and services, and also impeding third parties to use identical or similar brands to mark the competition services or products. There is also the possibility that the property owner be defendant to legal claims in the criminal and civil levels for improper use in case of infringement of the rights of third parties. 007177127 165 Reference Form – 2014 – SUL AMERICA S/A Version: 19 9.1 - Relevant non-current assets / 9.1.b - Patents, brands, licenses, concessions, franchises and technology transfer contracts Asset type Asset description Territory Duration Events that could cause forfeiture Consequence of forfeiture Brands “DOS EXECUTIVOS” - Process: Brazil – registration class 36 Valid up to June 10, 2020 Cancellation of the registration with INPI because of the following: (I) final decision of the government agency granting administrative nullity to the claim filed by any person with real interest or maintaining the decision of denying the registration application; (II) expiration of duration without any application for extension is filed; (III) total or partial waiver in relation to the products or services that are marketed with the brands; and (IV) forfeiture that occurs to the request by any person with real interest if after the lapse of five years from the grant, on the request date, the brand use is not started in Brazil, if the brand use is halted for over five consecutive years, or if, over the same period, the brand have been used with modification that implies change to its original distinctive character or no longer marks all the products or services contained in its certificate of registration; (V) a registration is granted without observing Law 9,279/96; and (VI) court decision. Impossibility by the Company to keep using the brand in Brazil to mark the corresponding products and services, and also impeding third parties to use identical or similar brands to mark the competition services or products. There is also the possibility that the property owner be defendant to legal claims in the criminal and civil levels for improper use in case of infringement of the rights of third parties. 007145241 166 Reference Form – 2014 – SUL AMERICA S/A Version: 19 9.1 - Relevant non-current assets / 9.1.b - Patents, brands, licenses, concessions, franchises and technology transfer contracts Asset type Asset description Territory Duration Events that could cause forfeiture Consequence of forfeiture Brands “RÁDIO SULAMÉRICA TRÂNSITO 92,1 FM”: Brazil – registration class 36 Valid up to October 13, 2019 Cancellation of the registration with INPI because of the following: (I) final decision of the government agency granting administrative nullity to the claim filed by any person with real interest or maintaining the decision of denying the registration application; (II) expiration of duration without any application for extension is filed; (III) total or partial waiver in relation to the products or services that are marketed with the brands; and (IV) forfeiture that occurs to the request by any person with real interest if after the lapse of five years from the grant, on the request date, the brand use is not started in Brazil, if the brand use is halted for over five consecutive years, or if, over the same period, the brand have been used with modification that implies change to its original distinctive character or no longer marks all the products or services contained in its certificate of registration; (V) a registration is granted without observing Law 9,279/96; and (VI) court decision. Impossibility by the Company to keep using the brand in Brazil to mark the corresponding products and services, and also impeding third parties to use identical or similar brands to mark the competition services or products. There is also the possibility that the property owner be defendant to legal claims in the criminal and civil levels for improper use in case of infringement of the rights of third parties. 829001417 167 Reference Form – 2014 – SUL AMERICA S/A Version: 19 9.1 - Relevant non-current assets / 9.1.b - Patents, brands, licenses, concessions, franchises and technology transfer contracts Asset type Asset description Territory Duration Events that could cause forfeiture Consequence of forfeiture Brands “SulAmérica” Processes: Brazil – application filed classes 35, 36 and 44 Application in registration process Cancellation of the registration with INPI because of the following: (I) final decision of the government agency granting administrative nullity to the claim filed by any person with real interest or maintaining the decision of denying the registration application; (II) expiration of duration without any application for extension is filed; (III) total or partial waiver in relation to the products or services that are marketed with the brands; and (IV) forfeiture that occurs to the request by any person with real interest if after the lapse of five years from the grant, on the request date, the brand use is not started in Brazil, if the brand use is halted for over five consecutive years, or if, over the same period, the brand have been used with modification that implies change to its original distinctive character or no longer marks all the products or services contained in its certificate of registration; (V) a registration is granted without observing Law 9,279/96; and (VI) court decision. Impossibility by the Company to keep using the brand in Brazil to mark the corresponding products and services, and also impeding third parties to use identical or similar brands to mark the competition services or products. There is also the possibility that the property owner be defendant to legal claims in the criminal and civil levels for improper use in case of infringement of the rights of third parties. 840607601 840607539 840607580 168 Reference Form – 2014 – SUL AMERICA S/A Version: 19 9.1 - Relevant non-current assets / 9.1.b - Patents, brands, licenses, concessions, franchises and technology transfer contracts Asset type Asset description Territory Duration Events that could cause forfeiture Consequence of forfeiture Brands “PREVIDÊNCIA SEM BLÁ BLÁ BLÁ” Process: Brazil – application filed class 36 Application in registration process Cancellation of the registration with INPI because of the following: (I) final decision of the government agency granting administrative nullity to the claim filed by any person with real interest or maintaining the decision of denying the registration application; (II) expiration of duration without any application for extension is filed; (III) total or partial waiver in relation to the products or services that are marketed with the brands; and (IV) forfeiture that occurs to the request by any person with real interest if after the lapse of five years from the grant, on the request date, the brand use is not started in Brazil, if the brand use is halted for over five consecutive years, or if, over the same period, the brand have been used with modification that implies change to its original distinctive character or no longer marks all the products or services contained in its certificate of registration; (V) a registration is granted without observing Law 9,279/96; and (VI) court decision. Impossibility by the Company to keep using the brand in Brazil to mark the corresponding products and services, and also impeding third parties to use identical or similar brands to mark the competition services or products. There is also the possibility that the property owner be defendant to legal claims in the criminal and civil levels for improper use in case of infringement of the rights of third parties. 903960303 169 Reference Form – 2014 – SUL AMERICA S/A Version: 19 9.1 - Relevant non-current assets / 9.1.b - Patents, brands, licenses, concessions, franchises and technology transfer contracts Asset type Asset description Territory Duration Events that could cause forfeiture Consequence of forfeiture Brands “SulAmérica Trânsito” Processes: Brazil – application filed classes 36, 38 and 39 Application in registration process Cancellation of the registration with INPI because of the following: (I) final decision of the government agency granting administrative nullity to the claim filed by any person with real interest or maintaining the decision of denying the registration application; (II) expiration of duration without any application for extension is filed; (III) total or partial waiver in relation to the products or services that are marketed with the brands; and (IV) forfeiture that occurs to the request by any person with real interest if after the lapse of five years from the grant, on the request date, the brand use is not started in Brazil, if the brand use is halted for over five consecutive years, or if, over the same period, the brand have been used with modification that implies change to its original distinctive character or no longer marks all the products or services contained in its certificate of registration; (V) a registration is granted without observing Law 9,279/96; and (VI) court decision. Impossibility by the Company to keep using the brand in Brazil to mark the corresponding products and services, and also impeding third parties to use identical or similar brands to mark the competition services or products. There is also the possibility that the property owner be defendant to legal claims in the criminal and civil levels for improper use in case of infringement of the rights of third parties. 903852802 831118474 831118482 170 Reference Form – 2014 – SUL AMERICA S/A Version: 19 9.1 - Relevant non-current assets / 9.1.b - Patents, brands, licenses, concessions, franchises and technology transfer contracts Asset type Asset description Territory Duration Events that could cause forfeiture Consequence of forfeiture Brands “SulAmérica Express” - Process: Brazil – application filed class 36 Application in registration process Cancellation of the registration with INPI because of the following: (I) final decision of the government agency granting administrative nullity to the claim filed by any person with real interest or maintaining the decision of denying the registration application; (II) expiration of duration without any application for extension is filed; (III) total or partial waiver in relation to the products or services that are marketed with the brands; and (IV) forfeiture that occurs to the request by any person with real interest if after the lapse of five years from the grant, on the request date, the brand use is not started in Brazil, if the brand use is halted for over five consecutive years, or if, over the same period, the brand have been used with modification that implies change to its original distinctive character or no longer marks all the products or services contained in its certificate of registration; (V) a registration is granted without observing Law 9,279/96; and (VI) court decision. Impossibility by the Company to keep using the brand in Brazil to mark the corresponding products and services, and also impeding third parties to use identical or similar brands to mark the competition services or products. There is also the possibility that the property owner be defendant to legal claims in the criminal and civil levels for improper use in case of infringement of the rights of third parties. 905652517 171 Reference Form – 2014 – SUL AMERICA S/A Version: 19 9.1 - Relevant non-current assets / 9.1.b - Patents, brands, licenses, concessions, franchises and technology transfer contracts Asset type Asset description Territory Duration Events that could cause forfeiture Consequence of forfeiture Brands “MOTOMÁTICO” Processes: Brazil – application filed classes 36 and 37 Application in registration process Cancellation of the registration with INPI because of the following: (I) final decision of the government agency granting administrative nullity to the claim filed by any person with real interest or maintaining the decision of denying the registration application; (II) expiration of duration without any application for extension is filed; (III) total or partial waiver in relation to the products or services that are marketed with the brands; and (IV) forfeiture that occurs to the request by any person with real interest if after the lapse of five years from the grant, on the request date, the brand use is not started in Brazil, if the brand use is halted for over five consecutive years, or if, over the same period, the brand have been used with modification that implies change to its original distinctive character or no longer marks all the products or services contained in its certificate of registration; (V) a registration is granted without observing Law 9,279/96; and (VI) court decision. Impossibility by the Company to keep using the brand in Brazil to mark the corresponding products and services, and also impeding third parties to use identical or similar brands to mark the competition services or products. There is also the possibility that the property owner be defendant to legal claims in the criminal and civil levels for improper use in case of infringement of the rights of third parties. 831242442 831242434 172 Reference Form – 2014 – SUL AMERICA S/A Version: 19 9.1 - Relevant non-current assets / 9.1.b - Patents, brands, licenses, concessions, franchises and technology transfer contracts Asset type Asset description Territory Duration Events that could cause forfeiture Consequence of forfeiture Brands “P.R.A. Corretor – Programa de Reconhecimento ao Corretor” Processes: Brazil – application filed class 35 Application in registration process Cancellation of the registration with INPI because of the following: (I) final decision of the government agency granting administrative nullity to the claim filed by any person with real interest or maintaining the decision of denying the registration application; (II) expiration of duration without any application for extension is filed; (III) total or partial waiver in relation to the products or services that are marketed with the brands; and (IV) forfeiture that occurs to the request by any person with real interest if after the lapse of five years from the grant, on the request date, the brand use is not started in Brazil, if the brand use is halted for over five consecutive years, or if, over the same period, the brand have been used with modification that implies change to its original distinctive character or no longer marks all the products or services contained in its certificate of registration; (V) a registration is granted without observing Law 9,279/96; and (VI) court decision. Impossibility by the Company to keep using the brand in Brazil to mark the corresponding products and services, and also impeding third parties to use identical or similar brands to mark the competition services or products. There is also the possibility that the property owner be defendant to legal claims in the criminal and civil levels for improper use in case of infringement of the rights of third parties. 831011254 831011173 173 Reference Form – 2014 – SUL AMERICA S/A Version: 19 9.1 - Relevant non-current assets / 9.1.b - Patents, brands, licenses, concessions, franchises and technology transfer contracts Asset type Asset description Territory Duration Events that could cause forfeiture Consequence of forfeiture Brands “P.R.A. Super Campeões – Programa de Reconhecimento ao Corretor” Processes: Brazil – application filed class 35 Application in registration process Cancellation of the registration with INPI because of the following: (I) final decision of the government agency granting administrative nullity to the claim filed by any person with real interest or maintaining the decision of denying the registration application; (II) expiration of duration without any application for extension is filed; (III) total or partial waiver in relation to the products or services that are marketed with the brands; and (IV) forfeiture that occurs to the request by any person with real interest if after the lapse of five years from the grant, on the request date, the brand use is not started in Brazil, if the brand use is halted for over five consecutive years, or if, over the same period, the brand have been used with modification that implies change to its original distinctive character or no longer marks all the products or services contained in its certificate of registration; (V) a registration is granted without observing Law 9,279/96; and (VI) court decision. Impossibility by the Company to keep using the brand in Brazil to mark the corresponding products and services, and also impeding third parties to use identical or similar brands to mark the competition services or products. There is also the possibility that the property owner be defendant to legal claims in the criminal and civil levels for improper use in case of infringement of the rights of third parties. 831011262 831011181 174 Reference Form – 2014 – SUL AMERICA S/A Version: 19 9.1 - Relevant non-current assets / 9.1.b - Patents, brands, licenses, concessions, franchises and technology transfer contracts Asset type Asset description Territory Duration Events that could cause forfeiture Consequence of forfeiture Brands “P.R.A. Auto – Programa de Reconhecimento ao Corretor” Processes: Brazil – application filed class 35 Application in registration process Cancellation of the registration with INPI because of the following: (I) final decision of the government agency granting administrative nullity to the claim filed by any person with real interest or maintaining the decision of denying the registration application; (II) expiration of duration without any application for extension is filed; (III) total or partial waiver in relation to the products or services that are marketed with the brands; and (IV) forfeiture that occurs to the request by any person with real interest if after the lapse of five years from the grant, on the request date, the brand use is not started in Brazil, if the brand use is halted for over five consecutive years, or if, over the same period, the brand have been used with modification that implies change to its original distinctive character or no longer marks all the products or services contained in its certificate of registration; (V) a registration is granted without observing Law 9,279/96; and (VI) court decision. Impossibility by the Company to keep using the brand in Brazil to mark the corresponding products and services, and also impeding third parties to use identical or similar brands to mark the competition services or products. There is also the possibility that the property owner be defendant to legal claims in the criminal and civil levels for improper use in case of infringement of the rights of third parties. 831011270 831011190 175 Reference Form – 2014 – SUL AMERICA S/A Version: 19 9.1 - Material non-current assets / 9.1.c – Ownership interests in companies Company name CNPJ CVM Code Fiscal year Carrying value – change % Market value – change % Saepar Serviços e Participações S.A. 03.979.930/0001-27 - 12/31/2013 12/31/2012 8.280000 9.270000 0.000000 0.000000 12/31/2011 4.540000 0.000000 Reason for acquiring and holding such interest Performance of operations correlated with the insurance line. Sul América 01.685.053/0001-56 Companhia de Seguro Saúde 12/31/2013 7.220000 12/31/2012 -2.100000 12/31/2011 12.960000 Reason for acquiring and holding such interest Performance of operations correlated with the insurance line. Sul América Companhia Nacional de Seguros 33.041.062/0001-09 12/31/2013 8.960000 12/31/2012 13.050000 12/31/2011 7.620000 Reason for acquiring and holding such interest - 0.000000 0.000000 0.000000 - 0.000000 0.000000 0.000000 Company type Amount of received dividends (Reais) Subsidiary Country of headquarters 68,946,000.00 154,014,000.0 0 250,000,000.0 0 Market value Carrying value 12/31/2013 2,300,642,000.00 Brazil Rio de Janeiro Subsidiary 28,707,000.00 25,594,000.00 7,214,000.00 Subsidiary 26,900,000.00 18,704,000.00 48,911,000.00 Brazil State of headquarters Date Municipality of headquarters RJ Rio de Janeiro RJ Market value Carrying value 12/31/2013 Issuer’s interest(%) Management of its own and third party assets and holding of interests in other business or civil companies, especially in the insurance area, as well as establishment of ventures and provision of services in general, especially in the insurance line 100.000000 Amount (Reais) Market value Carrying value 12/31/2013 Brazil Description of operations Operates in the health insurance line. 29.530000 784,928,000.00 RJ Rio de Janeiro Performance of life insurance and private pension and property and casualty insurance operations in any of their types or forms, considering that it can also hold interest in other companies, pursuant to applicable legal provisions. 24.450000 686,460,000.00 176 Reference Form – 2014 – SUL AMERICA S/A Version: 19 9.1 - Relevant non-current assets / 9.1.c – Ownership interests in companies Company name CNPJ CVM Code Company type Fiscal year Carrying value – change % Market value – change % Amount of received dividends (Reais) Country of headquarters State of headquarters Municipality of headquarters Date Amount (Reais) Description of operations Issuer’s interest(%) Performance of operations correlated with the insurance line. 177 Reference Form – 2014 – SUL AMERICA S/A Version: 19 9.2 - Other material information The Company clarifies that the criterion adopted for presenting the companies described in the chart 9.1 (c) is the direct interests in other companies. 178 Reference Form – 2014 – SUL AMERICA S/A Version: 19 10 – COMMENTS FROM EXECUTIVE OFFICERS 2 A. General financial and equity condition. The executive officers provide the following analysis in order to facilitate the evaluation of the Company by shareholders, investors, and the market in general, presenting the Company’s condition through the management perspective. Listed below, aside from other aspects, are the facts, trends, commitments or important events that impact or could impact the Company’s financial condition. References to the “Company” relate to Sul América S.A., while the term “SulAmérica” has been adopted to refer to the group of companies formed by Sul América S.A., its subsidiaries, and associates. In this context, the Company’s management presents below an analysis of the Company based on ratios, such as liquidity and indebtedness. The Company advanced in 2013 through operational growth, cost management, and solid management of its investment portfolio. Among the highlights, the automobile segment performed well, reporting strong growth in premium revenues, a 22.5% increase year-over-year and the insured fleet increased 9.2% over the same comparative period. The SME and group health and dental insurance portfolios improved substantially, in terms of insurance premium volumes and insured members. SulAmérica reported a total insurance premiums of R$12.2 billion, total assets of R$16.9 billion and a portfolio of nearly 7.0 million clients as of December 31, 2013. In the insurance area, SulAmérica had the fourth largest market share in the automobile insurance segment accounting for 9.7% of premiums, according to data released by the Superintendence of Private Insurance (“Superintendência de Seguros Privados” in portuguese, or SUSEP). In addition, based on the data released by the National Agency of Supplemental Health (“Agência Nacional de Saúde Suplementar” in portuguese, or ANS) in September 2013, SulAmérica had the third largest market share in the health segment with 8.8% of premiums. In asset management operations, the volume of assets managed by Sul América Investimentos DTVM S.A. amounted to R$18.2 billion as of December 31, 2013, and corresponded to the second largest market share among independent institutions, according to the data released by the Brazilian Financial and Capital Markets Association (“Associação Brasileira das Entidades dos Mercados Financeiros e de Capitais” in portuguese, or ANBIMA). The Company’s indebtedness levels (composed of the principal of debentures issued by the Company in 2012 plus interest) totaled R$520.5 million. The executive officers inform that this debt level represents 14.4% of the year-ended Shareholders’ Equity. The current ratio (current assets to current liabilities) stood in the order of 1.64x and the general liquidity ratio (current and long-term assets to current and noncurrent liabilities) totaled 1.24x. SulAmérica ended 2013 reporting a net income of R$480.4 million, a 0.6% decline year-over-year. The return on average equity for 2013 was 13.8%, a 1.3% decline in relation to 2012. They clarify that total insurance premiums totaled R$12.2 billion, a 15.1% growth year-to-date. 2 Sul América S.A. is referred to as the “Company”, whereas the term “SulAmérica” is adopted to collectively refer to the group of companies formed by Sul América S.A. and its subsidiaries and associates. 179 Reference Form – 2014 – SUL AMERICA S/A Version: 19 10.1 - General financial and equity condition At the end of 2013, the consolidated shareholders’ equity of the Company and its operating subsidiaries was R$3.6 billion, an 8.2% increase over 2012. At the end of the period, the indebtedness (composed of the principal of debentures issued in 2012 plus interest) amounted to R$520.4 million. Debt levels represents 14.4% of the year-ended Shareholders’ Equity and insurance, private pension and savings bonds reserves totaled R$9.4 billion in 2013. Total assets amounted to R$16.9 billion in 2013, a 18.4% increase over 2012, and managed assets totaled R$18.2 billion (R$9.4 million in own assets and R$8.8 million in third-party assets), a 13.7% decline for the year. Finally, relative to 2013, the current ratio was 1.64x and the general liquidity ratio totaled 1.24x. In relation to the fiscal year 2012, the executive officers highlight that SulAmérica ended 2012 reporting a net income of R$483.2 million. The return on average equity for 2012 was 15.1%, and total insurance premiums amounted to R$10.6 billion, a 12.5% growth in 2012. As of December 31, 2012 the consolidated shareholders’ equity of the Company and its operating subsidiaries amounted to R$3.3 billion, the indebtedness (composed of the principal of debentures issued in 2012 plus interest) amounted to R$514.6 million. This debt level represented 15.4% of the Shareholders’ Equity for the end of the year. Insurance and private insurance reserves totaled R$7.7 billion in 2012, while total assets amounted to R$14.4 billion and managed assets totaled R$21.1 billion (R$8.9 million in own assets and R$12.2 million related to third-party assets). In 2012, the current ratio was 1.86x and the general liquidity ratio was 1.29x, practically in line with the previous year. Relative to the fiscal year 2011, the Company totaled R$9.4 billion in insurance premiums for the yearended December 31, 2011. During the same period, net income amounted to R$445.7 million. As of December 31, 2011 the consolidated shareholders’ equity of the Company and its operating subsidiaries was R$3.1 billion. In the same period, the indebtedness (composed of swap and senior notes) amounted to R$350.9 million, representing 11.4% of Shareholders’ Equity at the end of the year. Insurance, private pension and savings bonds reserves totaled R$7.3 billion in the year ended December 31, 2011. Total assets amounted to R$13.4 billion in 2011, and managed assets totaled R$19.6 billion (R$8.4 billion in proprietary assets and R$11.3 billion in third-party assets). They also highlight that the current ratio was 1.71x and the general liquidity ratio was 1.28x. B. Capital structure and possibility of redemption of shares or units. The following table shows the structure of its own capital and liabilities: Consolidated 2012 R$ thousand 13,343,669 10,976,451 3,618,298 3,345,361 16,961,967 14,321,812 2013 Current and noncurrent liabilities.................. Shareholders’ equity ..................................... Total liabilities and shareholders’ equity..... 2011 10,342,312 3,076,514 13,418,826 180 Reference Form – 2014 – SUL AMERICA S/A Version: 19 10.1 - General financial and equity condition The Company’s liabilities as of December 31, 2013, December 31, 2012 and December 31, 2011 is mainly composed of technical reserves, taxes and contributions liabilities/tax contingent liabilities, and loans and financing, considering that the technical reserves have pledged assets. As of December 31, 2013, SulAmérica’s consolidated shareholders’ equity increased 8.2% for the year to R$3.6 billion due to the annual profit. Total assets amounted to R$16.9 billion and the total debt balance (composed of debenture principal issued in 2012, plus interest) was R$520.4 million, representing 14.4% of shareholders’ equity. As of December 31, 2012, SulAmérica’s consolidated shareholders’ equity increased 8.7% for the year to R$3.3 billion due to the annual profit. Total assets amounted to R$14.4 billion and the total debt balance (composed of debenture principal issued in 2012, plus interest) amounted to R$514.6 million, representing 15.4% of shareholders’ equity. As of December 31, 2011, SulAmérica’s consolidated shareholders’ equity was R$3.1 billion, a 6.4% increase for the year, due to annual profit. Total assets amounted to R$13.4 billion and the total debt balance (composed of Swap and senior notes) amounted to R$350.9 million, representing 11.4% of shareholders’ equity. i. Event of redemption There is no provision in the Bylaws of the Company for redemption of shares. ii. Formula for calculating the redemption amount Not applicable. C. Payment capacity relative to the assumed financial commitments. The rules which govern the insurance, private health and private pension, asset management and savings bonds segments, apply to most of the operating subsidiaries of SulAmérica, requiring the recognition of technical reserves, appropriate solvency margins requirements, as well of minimum levels capitalization requirements for such operations. These provisions are determined based on actuarial assumptions and methodologies established in technical notes or actuarial reports submitted to SUSEP or ANS and, as the case may be, to the Brazilian Central Bank. The cash flow from operating activities mainly comprises the inflow of (i) insurance premiums, (ii) private pension contributions, (iii) billings from ASO operations, (iv) revenue from savings bonds, and (v) income from the investment portfolio. These funds are mainly used to pay for (i) claims, (ii) private pension benefits, (iii) expenses related to ASO operations, (iv) expenses with draws and redemptions related to our savings bonds operations, (v) commissions paid to the network of independent insurance and private pension brokers, (vi) debt service, (vii) administrative taxes and expenses, and (viii) in the purchase of financial assets used to cover insurance and private pension reserves (trading securities). The cash flow of investing activities mainly comprises (i) purchases and sales of financial assets that are used to cover our insurance and private pension reserves (held-to-maturity securities), (ii) collection of judicial deposits related to civil, labor and tax contingent liabilities; and (iii) purchases and sales of property and equipment. 181 Reference Form – 2014 – SUL AMERICA S/A Version: 19 10.1 – General financial and equity condition The cash flow of financing activities mainly consists of inflows from loans and financing, and the issue of medium-term bonus (or amortization of these instruments). The Company has funds to operate as a going concern in the future and is not aware of any material uncertainty that could raise significant doubts about the capacity to operate as going concern. A summary of the cash flows from operating, investing and financing operations is included in the tables below. The main changes in the Company’s cash flow related to the years-ended December 31, 2013 and December 31, 2012. Opening cash and cash equivalents Inflow for acquisition of Sulacap.. Opening adjusted cash and cash equivalents………………………… (+) Operating activities ............... (-) Investing activities ........... (+) Financing activities ......... Closing cash and cash equivalents 2013 975 2 977 2012 460 0 460 605 (724) (187) 671 1,148 (670) 37 975 Year ended December 31, Δ% Δ Horiz. An. (2013-2012) (2013/2012) 515 111.96% 2 – 517 112.39% (543) (54) (224) (304) (47.30%) 8.06% (605.41%) (31.18%) Δ% Vert. An. (2013/2012) – – (170.07%) 178.62% 17.76% 73.68% 100.00% The main changes in the Company’s cash flow related to the years ended December 31, 2012 and December 31, 2011. Opening cash and cash equivalents (+) Operating activities ............... (-) Investing activities ........... (+) Financing activities ......... Closing cash and cash equivalents 2012 460 1,148 (670) 37 975 2011 593 273 (31) (375) 460 Year ended December 31, Δ% Δ Horiz. An. (2012-2011) (2012/2011) (133) (22.43%) 875 320.51% (639) 2,061.29% 412 (109.87%) 515 111.96% Δ% Vert. An. (2012/2011) (25.83%) 169.90% (124.08%) 80.00% 100.00% On January 4, 2012, the Company issued a Material Fact statement which communicated that the Board of Directors approved the first issue of simple non-convertible debentures, unsecured, in a single series, issued by the Company, in the total amount of R$500.0 million for public distribution with restricted placement efforts. On February 6, 2012, 50,000 debentures were issued, in a single series, with a unit par value of R$10,000.00. The debentures were issued with a maturity term of five years counted from the issue date of February 6, 2017. The face value of debentures are to be amortized in three annual and successive installments as from the third year of issue (therefore, as of 2015) and shall be entitled to payment of interest, every six months, corresponding to 100% of the cumulative variation of daily average rate of one-day interbank deposit (DI), over extra group, plus a surcharge of 1.15% per year, established in the bookbuilding procedure. 182 Reference Form – 2014 – SUL AMERICA S/A Version: 19 10.1 - General financial and equity condition The executive officers inform that the net proceeds obtained by the Company with the issue of debentures shall be used to: (i) meet cash needs resulting from the expansion of SulAmérica’s operations; (ii) restore the Company´s cash position after the payment of senior notes; and (iii) general corporate purposes. The Company held senior notes in the amount of R$350.9 million with a maturity date of February 15, 2012 as of December 31, 2011. On February 13, 2012, as set forth in the Indenture, the Company settled the senior notes for the amount of R$232.7 million (U$130.0 million). In addition, they inform that on February 14, 2012, R$124.0 million was paid in connection with swap operation to hedge foreign exchange fluctuations. They stress that the total amount paid to settle the Senior Notes was R$357.0 million. As of December 31, 2013, the Company has a total indebtedness equivalent to 14.3% of shareholders’ equity. The Company can finance its operations through: (i) the inflow of profit from its subsidiaries, and (ii) if necessary, through funds from third parties, to be settled with the funds arising from the Company’s subsidiaries and associates. Given the performance and operating cash generation ratios, Management understands that the Company is able to meet financial commitments, including the issued Debentures. D. Financing sources for working capital and investments in non-current assets used. The insurance, supplementary health and private pension, asset management and savings bonds segment operations offer the necessary funds to finance the working capital and investments in noncurrent assets. In February 2012, the Company issued simple nonconvertible debentures, unsecured, in a single series, in the total amount of R$500.0 million for public distribution with restricted placement efforts. In the same month, the Senior Notes were settled and a swap operation was contracted to hedge against foreign exchange fluctuations in the total amount of R$357.0 million. In the years 2011 and 2013, no financing sources for working capital and investments in non-current assets were used. E. Financing sources for working capital and investments in non-current assets that it intends to use for covering insufficient liquidity. Insurance, private health and private pension, asset management and savings bonds segment operations offer the necessary funds to finance the working capital and investments in non-current assets. In addition, other types of financing types may complement this strategy, including: (i) use of loans and financing from financial institutions; and (ii) funding through debt instruments or issue of shares in the capital markets. 183 Reference Form – 2014 – SUL AMERICA S/A Version: 19 10.1 - General financial and equity condition F. Indebtedness levels and debt characteristics. i. material loan and financing contracts The total debt balance (composed of principal from debentures issued in 2012, plus interest) amounted to R$520.4 million, representing 14.4% of shareholders’ equity as of December 31, 2013. In February 2012 the Company settled the Senior Notes and the swap operation contracted to hedge against foreign exchange fluctuations in the total amount of R$357.0 million. On February 6, 2012, 50,000 debentures were issued, with unit face value of R$10,000.00, amounting to R$500.0 million. The debentures were issued with maturity term of five years counted from the issue date (February 6, 2017). The face value of debentures shall be amortized in three annual and successive installments as from the third year of issue (2015) and shall be entitled to payment of interest, every six months, corresponding to 100% of the cumulative variation of daily average rate of one-day interbank deposit (DI), over extra group, plus a surcharge of 1.15% per year, established in the bookbuilding procedure. The indebtedness balance (composed of debentures principal issued in 2012, plus interests) amounted to R$514.6 million, representing 15.4% of shareholders’ equity as of December 31, 2012. The indebtedness balance (composed of swap and senior notes) amounted to R$350.9 million, representing 11.4% of shareholders’ equity as of December 31, 2011. To hedge against foreign exchange fluctuations, the Company has a swap transaction at equal amounts, measured at fair value and renegotiated on April 2, 2008 with the asset position in USD and liability position indexed to the CDI, deducted of 3.967% p.a. equivalent in 2011 to 63.6% of the CDI, which was in effect until one day prior to the maturity date of senior notes. The balance payable of swap in 2011 was R$40.9 million, and the renegotiation that was indexed to 100% of CDI in 2011 amounted to R$58.5 million, totaling R$99.4 million. ii. other long-term relationships with financial institutions: The item is not applicable, given that there is no long-term relationship with financial institutions. iii. subordination level among debts: The executive officers clarify that the obligations recorded in the liabilities of the balance sheets that are integral parts of the financial statements are composed of the following: (i) Technical Reserves, which, according to the applicable legislation, have as contra-entry assets pledged in guarantee of such reserves; and (ii) First Issue Debentures of the Company, which are unsecured. Should a liquidation event occur in the Company, the technical reserves would be have priority over Debentures in terms of payment order. Therefore, the Debentures are subordinated to the Technical Reserves. 184 Reference Form – 2014 – SUL AMERICA S/A Version: 19 10.1 - General financial and equity condition iv. possible restrictions imposed on the issuer, particularly in relation to indebtedness limits and issuance of new debts, dividend distribution, asset disposal, securities issue and controlling interest disposal. The Debentures shall have their maturity acceleration declared in the events and under the terms provided for in the Indenture. The Indenture provides for usual acceleration events, among which are the following: Breach by the Issuer of any contractual or cash obligation provided for in the Indenture. Assignment of the Indenture obligations, corporate reorganization, change in business control or Issuer transformation. Decrease in capital stock or substantial amendment to the corporate purpose of the Issuer. Nonperformance of financial obligations or final and unappealable court unfavorable ruling, under the Indenture terms, or else, the event of protests of securities against the Issuer. Recognition of lien upon the Issuer’s assets or distributions paid to shareholders. Loss of ownership or direct or indirect holding of a substantial part of its assets. Distribution and/or payment of profit distribution to the Issuer’s shareholders, in case the Issuer is in arrears in relation to any of its obligations set out in the Indenture. Nonobservance of the following financial ratios, described in the Indenture: (i) Net Financial Debt equal or lower than twice the Cash Generation; (ii) Cash Generation equal to or four times over the Net Investment Income; and (iii) Cash Generation equal to or over 0. The executive officers inform that the covenants of the issue of the First Issue Debentures are as follows: Ratios RATIO 1 .......... RATIO 2 .......... RATIO 3 .......... Calculation Net financial debt / Cash generation Cash generation/ Net investment income Cash generation (R$ thousand) Limits 4Q12 (1.3) 4Q13 (1.4) (1.3) (1.7) 753,555 791,294 2.00 4.00 Different from zero Description of covenants: Financial ratio I – net financial debt Equal to or Lower than twice the cash generation. Financial ratio II – cash generation Equal to or More than 4 times the net investment income. Financial ratio III – cash generation Equal to or More than zero. G. Limits to the use of existing financing. There is no effective financing agreement, except for the issue of simple non-convertible debentures, unsecured, in a single series, issued by the Company, in the total amount of R$500.0 million, which is the subject of the comments in the above items. 185 Reference Form – 2014 – SUL AMERICA S/A Version: 19 10.1 - General financial and equity condition H. Significant changes in each item of the financial statements. Income from operations for the years ended December 31, 2013 and 2012. The executive officers show the following table indicating in the main lines related to the consolidated income statements of the Company for the years ended December 31, 2013 and 2012. Total insurance premiums..................................... Insurance premiums ........................................ DPVAT premiums (mandatory third-party liability for vehicle owners)............................................... Premiums ceded to coinsurance......................... Contribution for risk coverage............................ Premiums ceded to reinsurance, retrocession, consortia and funds .............................................. Premiums ceded to reinsurance ........................ Premiums ceded to retrocession ....................... Premiums ceded to consortia and funds ............. Retained premiums ............................................. Changes in technical reserves ................................ Earned premiums ................................................ Retained claims and benefit expenses...................... Retained claims............................................... Benefit expenses.............................................. Acquisition costs................................................... Gross margin....................................................... Other operating income / expenses......................... Income from savings bonds operations.................... Income from private pension operations.................. Income from ASO operations…………………………………….. Income from asset management operations............. Administrative expenses ...................................... Tax expenses ...................................................... Investment income............................................... Equity interest and other income / expense ............. Income and social contribution tax ......................... Net income for the year......................................... Net income for the year attributable to: Shareholders of the Company................................. Attributable to Noncontrolling interests............... Net income for the year......................................... 2013 2012 12,217.9 12,234.3 10,616.7 10,621.3 55.3 (87.2) 15.5 51.6 (71.8) 15.5 (196.3) (168.6) 0.0 (27.6) 12,021.7 (251.8) 11,769.9 (8,807.2) (8,790.5) (16.8) (1,292.4) 1,670.3 (314.0) 40.3 17.1 28.0 45.7 (1,101.8) (149.9) 469.1 42.5 (260.1) 487.2 480.4 6.7 487.2 Change (20132012) (R$ million) 1,601.2 1,613.0 Horiz. An. (%) (20132012) Vert.An. (%) (20132012) 15.1% 15.2% 100.0% 100.7% 3.7 (15.4) 0.0 7.2% (21.4%) 0.0% 0.2% (1.0%) 0.0% (206.0) (180.2) 0.0 (25.8) 10,410.7 29.6 10,440.3 (7,767.2) (7,738.4) (28.8) (1,088.4) 1,584.7 (311.1) 14.6 24.3 44.9 (991.4) (218.2) 564.7 2.1 (231.3) 483.2 9.7 11.6 0.0 (1.8) 1,611.0 (281.4) 1,329.6 (1,040.0) (1,052.1) 12.0 (204.0) 85.6 (2.9) 2.5 3.7 0.8 (110.4) 68.3 (95.6) 40.4 (28.8) 4.0 (4.7%) (6.4%) 7.0% 15.5% NA 12.7% 13.4% 13.6% (41.7%) 18.7% 5.4% 0.9% 17.1% 15.2% 1.8% 11.1% (31.3%) (16.9%) NA 12.5% 0.8% 0.6% 0.7% 0.0% (0.1%) 100.6% (17.6%) 83.0% (65.0%) (65.7%) 0.7% (12.7%) 5.3% (0.2%) 0.2% 0.2% 0.0% (6.9%) 4.3% (6.0%) 2.5% (1.8%) 0.2% 483.2 483.2 (2.8) 4.0 (0.6%) 0.8% (0.2%) 0.2% 186 Reference Form – 2014 – SUL AMERICA S/A Version: 19 10.1 - General financial and equity condition Total Insurance Premiums Total insurance premium increased 15.1%, from R$10,616.7 million for the year ended December 31, 2012 to R$12,217.9 million in the year ended December 31, 2013. The growth was mainly caused by the Health and Dental and Automobile business lines performance which, in aggregate, account for 92.0% of the total revenue from insurance premiums. The following table shows the change in total insurance premiums by each insurance business line of SulAmérica for the indicated periods. 2013 Health and dental .......................... Automobile ....................................... Other property and casualty ................... Life and accidents .................... Total insurance premiums ........... 2012 Change % (2013-2012) 8,444.9 2,803.2 551.7 418.2 (R$ million) 7,360.2 2,286.9 485.4 484.1 14.7% 22.6% 13.6% (13.6%) 12,217.9 10,616.7 15.1% Health and Dental Total insurance premiums from the health and dental portfolio increased 14.7%, from R$7,360.2 million for the year ended December 31, 2012 to R$8,444.9 million for the year ended December 31, 2013. The growth of R$1,084.7 million is explained by the increase in new insured members (6.8% increase in 2013) and the required annual price adjustments applied to the health and dental portfolios at the beginning of the cycle in the 3Q13. The highlights in the health segment were small and medium enterprises (SMEs) and dental, with premiums growing 25.4% and 15.5% year-to-date in 2013. The corporate portfolio, which includes affinity group plans, also reported strong growth of 15.1% for the year in 2013. Auto Total insurance premium for the auto portfolio increased 22.6%, from R$2,286.9 million for the year ended December 31, 2012 to R$2,803.2 million for the year ended December 31, 2013. The growth of R$516.3 million is mainly explained by the increase in the insured fleet, which ended 2013 with 1.53 million vehicles, a 9.2% increase from 2012, besides the emphasis given by the Company on profitability in underwriting policy. The market statistics based on SUSEP data demonstrated a 23.0% growth in premiums written by SulAmérica over the 11-month period ended November 2013, whereas the total industry posted a growth of 18.7%. The Company increased its market share from 9.3% in November 2012 to 9.7% in November 2013. Other property and casualty line Total insurance premiums from the other property and casualty line portfolio increased 13.6%, from R$485.4 million in the year ended December 31, 2012 to R$551.7 million in the year ended December 31, 2013. This growth of R$66.3 million is explained by the massified insurance portfolio, which increased 29.6% in 2013, offsetting lower sales volumes in the other portfolios of the same period. 187 Reference Form – 2014 – SUL AMERICA S/A Version: 19 10.1 - General financial and equity condition Life and accidents Total insurance premiums in the life and personal accidents portfolio decreased 13.6%, from R$484.1 million for the year ended December 31, 2012 to R$418.2 million as of December 31, 2013, which is explained by the Company’s repositioning of the portfolio and the non-renewal of less profitable policies. Changes in technical reserves The changes in the technical reserves were from R$29.6 million for the year ended December 31, 2012 to (R$251.8) million for the year ended December 31, 2013, a negative change of R$281.4 million, due to the variation in the premium reserves in the insurance operations, mainly in the property and casualty segment (auto and other property and casualty), resulting from an increase in the Company’s insured auto fleet and the increase in the average premium of policies, which led to a variation in the unearned premium reserve of the portfolio of R$249.5 million. Additionally, in 2012, the premium deficiency reserve for the life portfolio was revaluated from R$133 million in 2011 to R$49.6 million in 2012 in view of the court decisions favorable to the Company. Earned premiums Earned premiums increased 12.7%, from R$10,440.3 million for the year-ended December 31, 2012 to R$11,769.9 million for the year-ended December 31, 2013. The increase of R$1,329.6 million is a consequence of insurance premium growth, partially offset by the negative variation observed in the above-mentioned technical reserves. 2013 Health and dental ............................................ Automobile ..................................................... Other property and casualty ............................. Life and personal accidents ............................... Total insurance premiums ........................ 2012 Change % (2013-2012) 8,409.2 2,586.6 346.3 427.7 (R$ million) 7,298.8 2,284.0 322.1 535.4 15.2% 13.3% 7.5% (20.1%) 11,769.9 10,440.3 12.7% Health and dental Health and dental portfolio earned premiums increased 15.2%, from R$7,298.8 million for the year ended December 31, 2012 to R$8,409.2 million for the year ended December 31, 2013. Auto The auto portfolio earned premiums increased 13.3%, from R$2,284.0 million for the year ended December 31, 2012 to R$2,586.6 million for the year ended December 31, 2013. Other property and casualty Other property and casualty earned premiums increased 7.5%, from R$322.1 million for the year ended December 31, 2012 to R$346.3 million for the year ended December 31, 2013. 188 Reference Form – 2014 – SUL AMERICA S/A Version: 19 10.1 - General financial and equity condition Life and personal accident The life and personal accidents portfolio earned premiums decreased 20.1%, from R$535.4 million for the year ended December 31, 2012 to R$427.7 million as of December 31, 2013. Retained claims and benefit expenses Total retained claims and benefit expenses increased 13.4%, from R$7.767,2 million for the year ended December 31, 2012 to R$8,807.2 million for the year ended December 31, 2013. The loss ratio was 74.8% in 2013, in line with the previous year, at 74.4%. The following table shows the change in retained claims and benefit expenses for each insurance business line of SulAmérica, for the indicated periods. 2013 Health and dental ........................................................ Auto ........................................................................... Other property and casualty .......................................... Life and accidents ............................................ Total retained claims and benefit expenses.................................. 2012 Change % (20132012) (6,829.1) (1,545.4) (190.1) (242.7) (R$ thousand) (5,905.3) (1,477.0) (143.2) (241.6) 15.6% 4.6% 32.7% 0.4% (8,807.2) (7,767.2) 13.4% Health and dental Retained claims of the health and dental portfolio increased 15.6%, from R$5,905.3 million for the year ended December 31, 2012 to R$6,829.1 million for the year ended December 31, 2013. The loss ratio also worsened marginally over the year, from 80.9% in 2012 to 81.2% in 2013, which is mainly explained by the impact of a greater seasonal effect of the low plan utilization in the 4Q12 as compared to 4Q13. The Company initiated or amplified several measures to reduce the acceleration of claims costs over the year, such as the following: (i) outpatient and inpatient medical audit for more complex cases; (ii) standardization of high cost and low frequency procedures; and (iii) direct purchase of materials and drugs. The segment continues to expand and invest in health management processes to accelerate participation in health and wellness programs. Auto Retained claims of the auto portfolio increased 4.6%, from R$1,477.0 million for the year ended December 31, 2012 to R$1,545.4 million for the year ended December 31, 2013. The loss ration improved significantly over the period, from 64.7% in 2012 to 59.7% in 2013, mainly due to the Company focus on underwriting profitability and claims management improvement. Other property and casualty Retained claims in the other property and casualty portfolio increased 32.7%, from R$143.2 million for the year ended December 31, 2012 to R$190.1 million for the year ended December 31, 2013. The loss ratio worsened 1040 BPS in the annual comparison, changing from 44.5% to 54.9%, which fact mainly occurred because the reversal of a contingent liability in the 4Q12 did not repeat in the 4Q13. 189 Reference Form – 2014 – SUL AMERICA S/A Version: 19 10.1 - General financial and equity condition Life and personal accident Retained claims and benefit expenses in the life and accidents portfolio increased 0.4%, from R$241.6 million for the year ended December 31, 2012 to R$242.7 million for the year ended December 31, 2013. The loss ratio increased 1160 BPS in 2013 on 2012, from 45.1% to 56.7%, mainly because of the performance of claims in the Group Life portfolio. Additionally, the loss ratio for 4Q12 had been reduced with the reversal of a portion of the premiums reserve, effect that did not repeat in 2013. Acquisition costs3 Total acquisition costs increased 18.7%, from R$1,088.4 million for the year ended December 31, 2012 to R$1,292.4 million for the year ended December 31, 2013. The acquisition costs ratio changed from 10.4% to 11.0% year-over-year. The following table, showing the change in acquisition costs for each insurance segment of SulAmérica for the indicated periods. 2013 2012 Change % (2013-2012) Health and dental ............................................ Auto .............................................................. Other property and casualty ............................. Life and personal accident ................................ (519.0) (560.4) (78.7) (134.2) (R$ million) (460.5) (441.1) (57.2) (129.6) 12.7% 27.1% 37.4% 3,6% Total acquisition costs……………………................. (1,292.4) (1,088.4) 18.7% Health and dental The health and dental portfolio acquisition costs increased 12.7%, from R$460.5 million for the year ended December 31, 2012 to R$519.0 million for the year ended December 31, 2013, in line with the growth in premiums of the segment. The acquisition costs ratio was 6.2% in 2013, in line with the 6.3% reported in the previous year. Auto The acquisition costs of the automobile portfolio increased 27.1%, from R$441.1 million for the year ended December 31, 2012 to R$560.4 million for the year ended December 31, 2013. The acquisition costs ratio increased 2.4% year-over-year, from 19.3% in 2012 to 21.7% in 2013, mainly due to a change introduced by the regulator, from January 2013 and on, that prohibited the charging of policy issuance fees, which used to compensate, in part, the deferred acquisition costs accounted for in this line along with deferred premiums Other property and casualty The acquisition costs of the other property and casualty portfolio increased 37.4%, from R$57.2 million in the year ended December 31, 2012 to R$78.7 million for the year ended December 31, 2013. The acquisition costs ratio changed from 17.8% in 2012 to 22.7% in 2013, due to greater sales volume of massified products and the reversal of the contingent liability in the 4Q12 which was not repeated in 2013. 3 The acquisition costs ratio is calculated as a percentage of earned premiums. 190 Reference Form – 2014 – SUL AMERICA S/A Version: 19 10.1 - General financial and equity condition Life and personal accident The acquisition costs in the life and personal accidents portfolio increased 3.6%, from R$129.6 million for the year ended December 31, 2012 to R$134.2 million for the year ended December 31, 2013. The acquisition costs ratio changed from 24.2% in 2012 to 31.4% in 2013, in line with the results of this segment, in view of the partial reversal of a reserve in the 4Q12 and that did not repeat in 2013, which increased earned premiums in the prior year. Gross margin The total gross margin increased 5.4%, from R$1,584.7 million in the year ended December 31, 2012 to R$1,670.3 million for the year ended December 31, 2013. The following table shows the change in the gross margin for each insurance business line of SulAmérica, for the indicated periods. 2013 2012 Change% (2013-2012) Health and dental ............................................ Auto…………..................................................... Other property and casualty ............................. Life and personal accident ................................ 1,061.1 480.8 77.6 50.8 (R$ million) 933.0 365.9 121.6 164.2 13.7% 31.4% (36.2%) (69.1%) Total gross margin ........................................ 1,670.3 1,584.7 5.4% Health and dental The gross margin of the health and dental portfolio increased 13.7%, from R$933.0 million for the year ended December 31, 2012 to R$1,061.1 million for the year ended December 31, 2013, representing a change of R$128.1 million. The gross margin ratio was relatively stable, at 12.8% in 2012 and 12.6% in 2013. Auto The gross margin of the auto portfolio increased 31.4%, from R$365.9 million for the year ended December 31, 2012 to R$480.8 million for the year ended December 31, 2013, representing a change of R$114.9 million. The gross margin ratio improved from 16.0% in 2012 to 18.6% in 2013, primarily due to the increase in auto premiums and a controlled loss ratio during the period. Other property and casualty The gross margin of the other property and casualty portfolio dropped 36.2%, from R$121.6 million for the year ended December 31, 2012 to R$77.6 million for the year ended December 31, 2013, representing a decline of R$44.0 million. The margin ratio decreased from 37.8% in 2012 to 22.4% in 2013, in line with the loss ratio observed during the period. Life and accident The gross margin of the life and personal accidents portfolio dropped 69.1%, from R$164.2 million for the year ended December 31, 2012 to R$50.8 million for the year ended December 31, 2013, representing a change of R$113.4 million. The gross margin ratio decreased from 30.7% in 2012 to 11.9% in 2013, given the loss ratio and a reversal of a portion of the premium reserve that was performed in the 4Q12 and did not repeat in the 4Q13. 191 Reference Form – 2014 – SUL AMERICA S/A Version: 19 10.1 - General financial and equity condition Other Operating Income and Expenses from Insurance There was no relevant change in other operating income (expenses) from insurance, which changed from R$311.1 million as of December 31, 2012 to R$314.0 million as of December 31, 2013. Net Operating Income from Savings Bonds In April 2013, SulAmérica completed the acquisition of SULACAP and started consolidating its income from May 2013. Since then, the segment has benefiting from the integration of SULACAP operations into the Company’s structure and the respective synergies . The net operating income from savings bonds operations totaled R$40.3 million for the year ended December 31, 2013. The executive officers comment that the funds raised with the bonds totaled R$1,332.6 million, and the savings bonds reserves totaled R$790.4 million in the end of the year. Net Operating Income from Private Pension Net operating income from private pension increased 17.1%, from R$14.6 million for the year ended December 31, 2012 to R$17.1 million for the year ended December 31, 2013. The increase of R$2.5 million is mainly explained by the reduction in benefit expenses and redemptions during the period. Net Operating Income from ASO Net operating income from ASO operations increased 15.2%, from R$24.3 million for the year ended December 31, 2012 to R$28.0 million in the year ended December 31, 2013, an increase of R$3.7 million, mainly explained by an increase in the income from billings for the period. Net Operating Income from Asset Management Net operating income from asset management operations increased 1.8%, from R$44.9 million for the year ended December 31, 2012 to R$45.7 million in the year ended December 31, 2013. The increase of R$0.8 million is explained, by a lower volume of assets under management and performance fees, particulary due to equity investments. Administrative expenses Administrative expenses increased 11.1%, from R$991.4 million for the year ended December 31, 2012 to R$1,101.8 million for the year ended December 31, 2013. The increase of R$110.4 million is mainly explained by the higher volume of operations and the acquisition of SULACAP. In the comparison of the ratios, relative to retained premiums, the Company improved 40BPS YTD, from 9.5% to 9.2% in 2013, withstanding the impacts of the integration of the savings bonds operations through synergies related to the transaction. Tax expenses The tax expenses decreased 31.3%, from R$218.2 million for the year ended December 31, 2012 to R$149.9 million for the year ended December 31, 2013. The executive officers stress that this decrease of R$68.3 million is mainly explained by the reversal of accrued liabilities for tax contingencies. 192 Reference Form – 2014 – SUL AMERICA S/A Version: 19 10.1 - General financial and equity condition Investment income The marketable securities investments balance of SulAmérica excluding private pension operations, and VGBL grew 12.5% relative to 2012, totaling R$5.7 billion in 2012. SulAmérica’s proprietary portfolio, not linked to private pension returned 108.8% of the CDI. The portfolio investments of private pension and VGBL was R$4.0 billion in December 2013, a 10.4% increase on 2012. In 2013, the investment income amounted to R$469.1 million, a 16.9% decrease as compared to 2012, which amounted to R$564.7 million. This result was caused by the negative performance of equity investments and a lower average base interest rate (SELIC) in 2013 as compared to 2012. Equity interest and other income Equity interest and other income increased from R$2.1 million in the year ended December 31, 2012 to R$42.5 million in the year ended December 31, 2013. They comment that this increase of R$40.4 million is mainly due to the income from equity interest and other income arising from the indirect interest the Company holds in Caixa Capitalização S.A. by means of SULACAP. Income and social contribution tax The executive officers comment that the income and social contribution tax increased 12.5%, from R$231.3 million in the year ended December 31, 2012 to R$260.1 million in the year ended December 31, 2013, in view of the reversal of tax contingent liabilities of IRPJ and CSLL in the year 2012 amounting to R$38.0 million. Net income for the year As to the net income for the year, the executive officers comment that the Company showed an increase of 0.8%, from R$483.2 million in the year ended December 31, 2012 to R$487.1 million in the year ended December 31, 2013. The executive officers explain that the result was positively impacted by the income from operations and the contribution from savings bonds operations. 193 Reference Form – 2014 – SUL AMERICA S/A Version: 19 10.1 - General financial and equity condition Income from Operations for the Years Ended December 31, 2012 and 2011 The following table shows the main lines related to the consolidated income statements of the Company for the years ended December 31, 2012 e 2011. 2012 Change (20122011) 2011 Δ% (20122011) Vert. An. (%) (20122011) 12.6% 13.3% 0.8% NA (1.9%) 100.0% 104.7% 0.0% (4.7%) 0.0% (R$ million) Total insurance premiums..................................... Insurance premiums ............................................ DPVAT premiums ................................................ Premiums ceded to coinsurance ............................ Contribution for risk coverage............................... Premiums ceded to reinsurance, retrocession, consortia and funds ............................................. Premiums ceded to reinsurance ........................... Premiums ceded to retrocession .......................... Premiums ceded to consortia and funds ............... Retained premiums ............................................ Changes in technical reserves ............................. Earned premiums ............................................... Retained claims and benefit expenses................... Retained claims ................................................. Benefit expenses................................................ Acquisition costs................................................. Gross margin ...................................................... Other operating income and expenses................... Net operating income from savings bonds.............. Net operating income from private pension............ Net operating income from ASO…………………………….. Income from asset management operations........... Administrative expenses ...................................... Tax expenses .................................................... Investment income…………………............................... Equity interest and other income .......................... Income and social contribution tax ....................... Net income for the year...................................... Net income for the year attributable to: Shareholders of the Company........................... Noncontrolling interests ................................. Net income for the year...................................... 10,616.7 10,621.3 51.6 (71.8) 15.5 9,426.1 9,375.0 51.2 (15.7) 15.8 1,190.6 1,246.3 0.4 (56.1) (0.3) (206.0) (180.2) 0.0 (25.8) 10,410.7 29.6 10,440.3 (7,767.2) (7,738.4) (28.8) (1,088.4) 1,584.7 (311.1) 14.6 24.3 44.9 (991.4) (218.2) 564.7 2.1 (231.3) 483.2 (301.4) (275.8) 0.0 (25.6) 9,124.8 (180.3) 8,944.5 (6,670.6) (6,650.0) (20.6) (1,057.0) 1,216.9 (257.5) 12.3 29.7 26.4 (838.8) (152.4) 658.1 9.1 (258.2) 445.7 95.4 95.6 0.0 (0.2) 1,285.9 209.9 1,495.8 (1,096.6) (1,088.4) (8.2) (31.4) 367.8 (53.6) 2.3 (5.4) 18.5 (152.6) (65.8) (93.4) (7.0) 26.9 37.5 (31.7%) (34.7%) 0.8% 14.1% NA 16.7% 16.4% 16.4% 39.8% 3.0% 30.2% 20.8% 18.7% (18.2%) 70.1% 18.2% 43.2% (14.2%) (76.9%) (10.4%) 8.4% 8.0% 8.0% 0.0% 0.0% 108.0% 17.6% 125.6% (92.1%) (91.4%) (0.7%) (2.6%) 30.9% (4.5%) 0.2% (0.5%) 1.6% (12.8%) (5.5%) (7.8%) (0.6%) 2.3% 3.1% 483.2 483.2 445.7 445.7 37.5 37.5 8.4% 8.4% 3.1% 3.1% Total insurance premiums Total insurance premiums increased 12.6%, from R$9,426.1 million for the year ended December 31, 2011 to R$10,616.7 million for the year ended December 31, 2012. The following table that shows the change in total insurance premiums for each insurance business line of SulAmérica for the indicated periods. 2013 Health and dental ............................................ Auto…………………............................................... Other property and casualty ............................. Life and personal accident................................. 7,360.2 2,286.9 485.4 484.1 2012 (R$ million) 6,237.3 2,220.9 493.9 473.9 Δ% (2012-2011) 18.0% 3.0% (1.7%) 2.1% 194 Reference Form – 2014 – SUL AMERICA S/A Total de insurance premiums......................... Version: 19 10,616.7 9,426.1 12.6% 10.1 - General financial and equity condition Health and dental Total insurance premiums in the health and dental portfolio increased 18.0%, from R$6,237.3 million for the year ended December 31, 2011 to R$7,360.2 million for the year ended December 31, 2012. The increase is mainly due to the strong growth in the group health insurance from new sales in the corporate and SME segments. Auto Total auto insurance premiums increased 3.0%, from R$2,220.9 million for the year ended December 31, 2011 to R$2,286.9 million for the year ended December 31, 2012, despite adverse competitive environment in 2012. Further, the increase of R$66.0 million is mainly explained by the portfolio underwriting policy focused on profitability. Other property and casualty Total premiums in the other property and casualty insurance portfolio decreased 1.7%, from R$493.9 million for the year ended December 31, 2011 to R$485.4 million for the year ended December 31, 2012. The decrease of R$8.5 million is mainly due to the highly selective policy for medium and large risks and the focus on the massified portfolio. With respect to the massified portfolio, strong results were achieved due to new price quotation tools, which were made available over the year to the insurance broker network who distributes SulAmérica products. Life and personal accident Total insurance premiums from the life insurance and personal accident portfolio increased 2.1%, from R$473.9 million for the year ended December 31, 2011 to R$484.1 million for the year ended December 31, 2012. The increase of R$10.2 million is mainly explained by the repositioning strategy and review of contracts with lower than expected profitability. Changes in technical reserves The changes in technical reserves from (R$180.3) million for the year ended December 31, 2011 to R$29.6 million for the year ended December 31, 2012, of R$209.9 million, can be partially attributed to the Premium Deficiency Reserve for the life segment. The premium deficiency reserve for the life portfolio was evaluated in 2011 at R$133 million as part of court decisions unfavorable to the company. In 2012, new decisions were obtained in court, this time favorable to the Company, which caused the premium deficiency reserve to be re-evaluated at R$49.6 million. Earned premiums Earned premiums increased 16.7%, from R$8,944.5 million for the year ended December 31, 2011 to R$10,440.3 million for the year ended December 31, 2012, an increase of R$1,495.8 million, in line with the growth in insurance premiums over the period, mainly in the health segment, and also due to the reversal of a portion of the premium deficiency reserve in the life and personal accident segment. 195 Reference Form – 2014 – SUL AMERICA S/A Version: 19 10.1 - General financial and equity condition 2013 2012 Change % (2012-2011) Health and dental ............................................ Auto ………………….............................................. Other property and casualty ............................. Life and personal accidents …….......................... 7,298.8 2,284.0 322.1 535.4 (R$ million) 6,111.0 2,170.1 318.7 344.7 19.4% 5.2% 1.1% 55.3% Total earned premiums ................................. 10,440.3 8,944.5 16.7% Health and dental Earned premiums of the health and dental portfolio increased 19.4%, from R$6,111.0 million for the year ended December 31, 2011 to R$7,298.8 million for the year ended December 31, 2012. Auto Earned premiums of the automobile portfolio increased 5.2%, from R$2,170.1 million for the year ended December 31, 2011 to R$2,284.0 million for the year ended December 31, 2012. Other property and casualty Earned premiums of the other property and casualty portfolio increased 1.1%, from R$318.7 million for the year ended December 31, 2011 to R$322.1 million for the year ended December 31, 2012. Life and personal accident Earned premiums of the life and accidents portfolio increased 55.3%, from R$344.7 million for the year ended December 31, 2011 to R$535.4 million as of December 31, 2012. The increase occurred mainly due to the reversal of a portion of the premium deficiency reserve, recognized in previous years, due to the revaluation of the estimate as a result of a court decision. Retained claims and benefit expenses Total retained claims and benefit expenses increased 16.4% from R$6,670.6 million for the year ended December 31, 2011 to R$7,767.2 million for the year ended December 31, 2012. The loss ratio was 74.4% for 2013, in line with 74.5% for 2012. The following table, which shows the changes in retained claims and benefit expenses of each insurance business line of SulAmérica for the indicated periods. 2013 2012 Δ% (2012-2011) Health and dental ........................................... Auto…………………............................................... Other property and casualty ............................. Life and personal accident ............................... (5,905.3) (1,477.0) (143.2) (241.6) (R$ million) (4,886.3) (1,390.6) (173.0) (220.7) 20.9% 6.2% (17.2%) 9.5% Total retained claims and benefit expenses... (7,767.2) (6,670.6) 16.4% 196 Reference Form – 2014 – SUL AMERICA S/A Version: 19 10.1 - General financial and equity condition Health and dental The retained claims related to the health and dental insurance portfolio increased 20.9% from R$4,886.3 million for the year ended December 31, 2011 to R$5,905.3 million for the year ended December 31, 2012. The loss ratio worsened 1.1% in the year, from 79.8% for 2011 to 80.9% for 2012, which can be mainly explained by the higher rate of plan usage and price re-adjustments below medical inflation levels for the period. Auto Retained claims in the automobile portfolio increased 6.2%, from R$1,390.6 million for the year ended December 31, 2011 to R$1,477.0 million for the year ended December 31, 2012. The loss ratio increased from 64.1% for 2011 to 64.7% for 2012, a positive result considering the low revenue growth and improvements to the underwriting policy and profitability which occurred during the period. Other property and casualty Retained claims in the other property and casualty portfolio decreased 17.2%, from R$173.0 million for the year ended December 31, 2011 to R$143,2 million for the year ended December 31, 2012. The loss ratio improved 980 BPS, from 54.3% to 44.5% for 2012. The improvement occurred due to a strong underwriting policy and segment pricing, which, combined with an efficient reinsurance strategy, has provided a favorable returns. Life and personal accident The executive officers inform that the retained claims and benefit expenses arising from the life insurance portfolio increased 9.5%, from R$220.7 million for the year ended December 31, 2011 to R$241.6 million for the year ended December 31, 2012. The loss ratio decreased 18.9% in 2012 compared to 2011, from 64.0% to 45.1%, mainly because of the reversal of a portion of the premium deficiency reserve, recognized in previous years, due to the re-evaluation of the estimate as a result of a court decision, which increased earned premiums in this segment. Acquisition costs Total acquisition costs increased 3.0%, from R$1,057.0 million for the year ended December 31, 2011 to R$1,088.4 million for the year ended December 31, 2012. The acquisition costs ratio changed from 11.8% to 10.4% year-over-year. The following table shows the change in acquisition costs for each insurance business line of SulAmérica, for the indicated periods. 2013 2012 Δ% (2012-2011) Health and dental ............................................ Auto .............................................................. Other property and casualty ............................. Life and personal accident……….......................... (460.5) (441.1) (57.2) (129.6) (R$ million) (416.5) (455.3) (67.5) (117.6) 10.6% (3.1%) (15.2%) 10.2% Total acquisition costs .................................. (1,088.4) (1,057.0) 3.0% 197 Reference Form – 2014 – SUL AMERICA S/A Version: 19 10.1 - General financial and equity condition Health and dental Acquisition costs of the health and dental portfolio increased 10.6%, from R$416.5 million for the year ended December 31, 2011 to R$460.5 million for the year ended December 31, 2012, an increase of R$44.0 million. The acquisition costs ratio reached 6.3% for 2012, a 50 BPS improvement compared to 2011. Auto Acquisition costs of the automobile portfolio decreased 3.1%, from R$455.3 million for the year ended December 31, 2011 to R$441.1 million for the year ended December 31, 2012, a decrease of R$14.2 million. The acquisition costs ratio improved 170 BPS from 21.0% to 19.3% in 2012, in line with the increase in premiums of this segment and an underwriting policy focused on profitability. Other property and casualty Acquisition costs of the other property and casualty portfolio decreased 15.2%, from R$67.5 million for the year ended December 31, 2011 to R$57.2 million for the year ended December 31, 2012, a reduction of R$10.3 million. The acquisition costs ratio improved from 21.2% in 2011 to 17.8% in 2012, due to a reversal of a contingent liability in the 4Q12. Life and personal accident The acquisition costs for the life and personal accident portfolio increased 10.2%, from R$117.6 million for the year ended December 31, 2011 to R$129.6 million for the year ended December 31, 2012, an increase of R$12.0 million. The acquisition costs ratio improved from 34.1% for 2011 to 24.2% for 2012, mainly due to a reversal of a portion of the premium deficiency reserve, recognized in previous years and the revaluation of the estimate caused by a court decision, which increased segment earned premiums. Other operating income and expenses from insurance operations Other operating expenses from insurance operations increased 20.8%, from R$257.5 million for the year ended December 31, 2011 to R$311.1 million for the year ended December 31, 2012, an increase of R$53.6 million, mainly explained by the increase in the allowance for doubtful accounts over the quarter, partially offset by the reduction in contingent liabilities. For the year, the ratio remained stable, compared to 2011 (3.0% for 2013 vs. 2.9% for 2012). Net operating income from savings bonds This section is not applicable, considering that SulAmérica completed the acquisition of SULACAP and began to consolidate the results in May 2013. Net operating income from private pension Net operating income from private pension operations increased 18.7%, from R$12.3 million for the year ended December 31, 2011 to R$14.6 million for the year ended December 31, 2012. The increase of R$2.3 million is mainly explained by the increase in contributions for the year (20.9%). 198 Reference Form – 2014 – SUL AMERICA S/A Version: 19 10.1 - General financial and equity condition Net operating income from ASO Net operating income from ASO operations decreased 18.2%, from R$29.7 million for the year ended December 31, 2011 to R$24.3 million for the year ended December 31, 2012, a reduction of R$5.4 million, which can be partially explained by the 8.4% reduction in number of members in this segment due to the migration of contracts to the prepayment type modality. Net operating income from asset management Net operating income from asset management operations increased 70.1%, from R$26.4 million for the year ended December 31, 2011 to R$44.9 million for the year ended December 31, 2012. The increase of R$18.5 million is mainly explained by the higher volume of assets under management (7.6%) and an increase in performance fees. Administrative expenses Administrative expenses increased 18.2%, from R$838.8 million for the year ended December 31, 2011 to R$991.4 million in the year ended December 31, 2012. The increase of R$152.6 million is mainly explained by the significant reduction of the Expense Recovery line, as a consequence of the end of the service contract. They stress that the administrative expenses ratio stood at 9.5% for 2012, a 0.3% improvement on the previous year. Tax expenses Tax expenses increased 43.2%, from R$152.4 million for the year ended December 31, 2011 to R$218.2 million for the year ended December 31, 2012, an increase of R$65.8 million, resulting from the a reversal in a reserves. Investment income Investment income decreased 14.2%, from R$658.1 million for the year ended December 31, 2011 to R$564.7 million for the year ended December 31, 2012. The reduction of R$93.4 million is mainly explained by the macroeconomic scenario and the decline in the base interest rate throughout 2012. Even with the reduction in investment income (expenses), the executive officers explain that the return on proprietary investment portfolio not linked to private pension was above the benchmark, reaching 114.1% of CDI for 2012. Equity interest and other income The equity interest and other income decreased 76.9%, from R$9.1 million for the year ended December 31, 2011 to R$2.1 million for the year ended December 31, 2012. The decrease of R$7.0 million was mainly caused by the sale of Company property assets during the year. Income and social contribution tax The executive officers inform that the income and social contribution tax decreased from R$258.2 million for the year ended December 31, 2011 to R$231.3 million for the year ended December 31, 2012. Net income after non-controlling interests For the reasons previously described, the net income of SulAmérica increased 8.4%, from R$445.7 million as of December 31, 2011 to R$483.2 million as of December 31, 2012, or R$37.5 million. 199 Reference Form – 2014 – SUL AMERICA S/A Version: 19 10.1 - General financial and equity condition Analysis of the main variations in our balance sheet accounts, on a historical basis, for the periods: The following analysis and discussion of the Company’s balance sheet structure is based on the financial information resulting from the income statements of the Company prepared according to the Accounting Practices Adopted in Brazil. In the following discussion, the references to the increases or reductions in any fiscal year are made in comparison to the respective previous fiscal year, unless otherwise stated. The financial statements as of December 31, 2012 presented for purposes of comparison to the financial statements as of December 31, 2013 were reclassified because of the following SUSEP rules: (i) Circular 462, of January 31, 2013, which provides for the calculation and procedures for recognizing technical reserves, and (ii) Circular 464, which provides for the standard plan of accounts, and the changes in accounting standards, both to be observed by insurance companies, savings bonds companies, publiclyheld private pension companies, and local reinsurers, and the CVM, which approved the CPC 33 revision, bringing changes to the standard, and established that the actuarial gains and losses of defined benefit plans fully recognized in the financial statements, as of the date of the adoption of the pronouncement revision, having as contra-entry not the income for the year, but the comprehensive income, in the “Equity Adjustment” account. Therefore, the financial statements as of December 31, 2012, released on February 28, 2013, are not compared to such restated financial statements and mentioned in the previous paragraph, according to the reconciliation shown in item 10.4 of this reference form. Analysis of the main changes in the balance sheet of the Company related to the fiscal years ended December 31, 2013 and December 31, 2012 2013 2012 Change (20132012) Horiz. An. (%) (20132012) Vert. An. (%) (20132012) (R$ million) Current assets ........................................ Cash and cash equivalents and marketable securities ……………………………………………………………. Receivables from insurance, reinsurance, private pension and savings bonds operations................................................ Deferred acquisition costs .............................. Reinsurance assets ...................................... Other current assets ..................................... 11,626 9,978 1,648 16.52% 100.00% 8,533 7,810 723 9.26% 43.87% 1,877 514 277 425 1,179 393 205 391 698 121 72 34 59.20% 30.79% 35.26% 8.78% 42,36% 7.34% 4.38% 2.08% Noncurrent assets ..................................... Long-term assets ....................................... Marketable securities ................................... Judicial deposits ........................................... Deferred acquisition costs .............................. Other noncurrent assets ................................ 5,336 4,864 1,328 2,317 206 1,013 4,344 4,137 1,127 1,971 181 858 992 727 201 346 25 155 22.84% 17.57% 17.83% 17.55% 13.81% 18.06% 100.00% 73.29% 20.26% 34.88% 2.52% 15.63% Investments, fixed assets and intangible assets ......................................................... Total assets .............................................. 472 16,962 207 14,322 265 2,640 128.02% 18.43% 26.71% – 200 Reference Form – 2014 – SUL AMERICA S/A Version: 19 10.1 - General financial and equity condition 2013 2012 Δ (20132012) Δ% Horiz. an. (20132012) Vert. an. (%) (20132012) (R$ million) Current liabilities ................................ Loans and financing ................................ Other obligations payable ........................ Payables for insurance, reinsurance and private pension operations........................ Technical reserves ................................. Other contingent liabilities ....................... 7,069 20 616 5,377 16 590 1,693 4 26 31.49% 25.00% 4.41% 100.00% 0.23% 1.53% 532 5,808 94 352 4,318 101 180 1,490 (7) 51.14% 34.51% (6.93%) 10.63% 88.02% (0.41%) Noncurrent liabilities ........................... Obligations payable ............................... Loans and financing ............................... Other accounts payable .......................... Technical reserves ................................. Other contingent liabilities ...................... 6,274 1,156 499 355 3,622 641 5,600 1,011 499 210 3,378 502 674 145 145 244 139 12.04% 14.34% 0.00% 69.05% 7.22% 27.69% 100.00% 21.55% 0.00% 21.55% 36.26% 20.64% Shareholders’ equity ............................ 3,618 3,345 273 8.16% - Total liabilities and shareholders’ equity ................................................... 16,962 14,322 2,640 18.43% – Current assets As described in further detail below, current assets increased 16.52%, from R$9,978 million as of December 31, 2012 to R$11,626 million as of December 31, 2013. Cash and cash equivalents and marketable securities Cash and cash equivalents and marketable securities increased 9.26%, from R$7,810 million as of December 31, 2012 to R$8,533 million as of December 31, 2013. This increase was mainly caused by (i) the consolidation of the marketable securities from SULACAP in the amount of R$808 million, (ii) the investment income arising from the marketable securities, equivalent to R$496 million, (iii) the adjustment to market value of assets classified for accounting purposes into the category of available for sale, at a negative amount of R$115 million, and (iv) cash outflows, the most relevant being the payment of dividends and interest on shareholders’ equity, in the amount of R$168 million and the payment for the acquisition of SULACAP in the amount of R$175 million. Receivables from insurance and reinsurance operations The receivables from insurance and reinsurance operations showed an increase of 59.20%, from R$1,179 million as of December 31, 2012 to R$1,877 million as of December 31, 2013. The increase of R$698 million was mainly caused by (i) the increase in accounts receivable in the amount of R$248 million, and (ii) the consolidation of accounts receivables from SULACAP, equivalent to R$214 million. Deferred acquisition costs The executive officers inform that deferred acquisition costs showed an increase of 30.79%, from R$393 million as of December 31, 2012 to R$514 million as of December 31, 2013. The executive officers explain that the increase of R$121 million was mainly caused by the deferred commissions of insurance and private pension. 201 Reference Form – 2014 – SUL AMERICA S/A Version: 19 10.1 - General financial and equity condition Reinsurance assets Reinsurance assets showed an increase of 35.26%, from R$205 million as of December 31, 2012 to R$277 million as of December 31, 2013. The increase of R$72 million was mainly caused by the maintenance of reinsurance contracts that are in line with the variation in technical reserves. Other current assets Other current assets increased 8.78%, from R$391 million as of December 31, 2012 to R$425 million as of December 31, 2013. Noncurrent assets Non-current assets showed an increase of 22.84%, from R$4,344 million as of December 31, 2012 to R$5,336 million as of December 31, 2013. Non-current assets accounts increased over the period as described below: Marketable securities Marketable securities showed an increase of 17.83%, from R$1,127 million as of December 31, 2012 to R$1,328 million as of December 31, 2013. The executive officers comment that this increase of R$201 million is mainly explained by (i) the investment income arising from marketable securities, in the amount of R$154 million, (ii) purchase of the NTN-C government bonds with maturity in 2031 and classified in accounting into the held-to-maturity category in the amount of R$134 million, and (iii) the redemption of marketable securities equivalent to R$83 million. Judicial deposits Legal, labor and tax judicial deposits increased by 17,55%, from R$1,971 million as of December 31, 2012 to R$2,317 million as of December 31, 2013. The increase of R$346 million is mainly explained by (i) the monetary adjustment of civil and labor judicial deposits, in the amount of R$25 million, (ii) the merger of SULACAP in the amount of R$83 million, (iii) the CSLL judicial deposits in the amount of R$44 million, (iv) write-off of deposit in the amount of R$21 million, related to the proceeding that disputed the increase in the CSLL rate, (v) tax adjustments in the amount of R$93 million, (vi) deposits net of the civil and labor surveys of R$94 million. For further information on the legal contingent liabilities of the Company, the executive officers recommend the reading of the items 4.3. to 4.6. of this Reference Form. Deferred acquisition costs The deferred acquisition costs increased 13.81%, from R$181 million as of December 31, 2012 to R$206 million as of December 31, 2013. This increase was mainly caused by deferred commissions related to insurance and private pension operations. Other non-current assets There was no relevant variation in other non-current assets, which changed from R$858 million as of December 31, 2012 to R$1.013 million as of December 31, 2013. 202 Reference Form – 2014 – SUL AMERICA S/A Version: 19 10.1 - General financial and equity condition Investments, property and equipment and intangible assets Investments, fixed assets and intangible assets increased by 128.02%, from R$207 million as of December 31, 2012 to R$472 million as of December 31, 2013. The executive officers explain that this increase of R$265 million was mainly caused by the acquisition of SULACAP in the amount of R$217 million. Current liabilities Current liabilities increased by 31.49%, from R$5,377 million as of December 31, 2012 to R$7,070 million as of December 31, 2013. The current liabilities account changed over the period as described below. Loans and financing Loans and financing increased by 25.00%, from R$16 million as of December 31, 2012 to R$20 million as of December 31, 2013. The increase of R$4 million is explained by the increase in the interest rate of the first issue debentures of the Company. The debenture interest payment is calculated as the CDI variation with an additional spread of 1.15% per year. For further information on the Company’s debentures, review items 10.1.(f) and 18.5. of this Reference Form. Other obligations payable There was no significant variation in other obligations payable, which increased from R$590 million as of December 31, 2012 to R$616 million as of December 31, 2013. Payables for insurance, reinsurance and private pension operations There was no material change in other obligations payable, which increased from R$352 million as of December 31, 2012 to R$532 million as of December 31, 2013. Other contingent liabilities There was no material change in other contingent liabilities, which decreased from R$101 million as of December 31, 2012 to R$94 million as of December 31, 2013. Noncurrent liabilities Noncurrent liabilities increased 12.04%, from R$5,600 million as of December 31, 2012 to R$6,274 million as of December 31, 2013. The main accounts of noncurrent liabilities changed over the period as described below: Obligations payable Obligations payable remained practically unchanged. Loans and financing The executive officers inform that there was no change in the heading loans and financing between the fiscal years ended December 31, 2012 and 2013. 203 Reference Form – 2014 – SUL AMERICA S/A Version: 19 10.1 - General financial and equity condition Other accounts payable Other accounts payable increased by 69.05%, from R$210 million as of December 31, 2012 to R$356 million as of December 31, 2013. This increase of R$146 million is mainly explained by (i) R$40 million related to the deferred income and social contribution tax on net income (IR and CSLL), on the monetary adjustment of judicial deposits, (ii) R$66 million related to the IR and CSLL on the asset surplus of SULACAP. Other contingent liabilities Other contingent liabilities increased by 27.69%, from R$502 million as of December 31, 2012 to R$641 million as of December 31, 2013. The increase of R$139 million is mainly explained by the consolidation of the SULACAP acquisition balance in April 2013, which increased the base by R$123 million. Changes in technical reserves (current and noncurrent) Changes in current and noncurrent technical reserves increased 22.53%, from R$7,696 million as of December 31, 2012 to R$9,430 million as of December 31, 2013. This increase is mainly explained by (i) the acquisition of the new savings bonds business of SULACAP, which resulted in an increase in technical reserves by R$790 million, (ii) the increase in the unearned premium reserve of the auto portfolio, resulting from the increases in the insured fleet by the Company and the average policy premium, in the amount of R$218 million, and (iii) the increase in the mathematical reserves for benefits to be granted of private pension products, including the increase in the balances in the reserve of PGBL and VGBL plans, in the amount of R$300 million. Shareholders’ equity Shareholders’ equity increased of 8.16%, from R$3,345 million as of December 31, 2012 to R$3,618 million as of December 31, 2013. The increase is mainly explained by (i) the net income for the fiscal year 2013 in the amount of R$480 million; (ii) the acquisition of SULACAP, resulting in an increase in noncontrolling interests in the amount of R$42 million; e (iii) dividends and interest on shareholders’ equity for the year 2013 in the amount of R$122 million and (iv) the payment of additional dividends for the year 2012 in the amount of R$22 million. 204 Reference Form – 2014 – SUL AMERICA S/A Version: 19 10.1 - General financial and equity condition Balance sheet as of December 31, 2012 compared to the balance sheet as of December 31, 2011 2013 2012 Change (20122011) Horiz. an. (%) (20122011) Vert. an. (%) (20122011) (R$ million) Current assets ........................................ Cash and cash equivalents and marketable securities .......... Receivables arising from insurance, reinsurance, private pension and savings bonds operations…………. Deferred acquisition costs ............. Reinsurance assets ...................................... Other current assets ................................ 10,024 7,810 9,443 7,110 916 393 205 700 965 358 350 660 (49) 35 (145) 40 (5.08%) 9.78% (41.43%) 6.06% (8,43%) 6.02% (24.96%) 6.88% Noncurrent assets .................................. Long-term assets ................... Marketable securities ................................... Judicial deposits ............................ Deferred acquisition costs ............. Other noncurrent assets ......................... 4,341 4,135 1,127 1,971 181 856 3,976 3,786 1,053 1,676 161 896 365 349 74 295 20 (40) 9.18% 9.22% 7.03% 17.60% 12.42% (4.46%) 100.00% 95.62% 20.27% 80.82% 5.48% (10.96%) Investments, property and equipment and intangible assets ..... Total assets .............................................. 206 190 16 8.42% 4.38% 14,365 13,419 946 7.05% – 2013 2012 581 700 Change (20122011) 6.15% 9.85% Change (%) (20132012) 100.00% 120.48% Change (%) Vert. an. (20122011) (R$ million) Current liabilities ................................ Loans and financing ................. Other obligations payable ....................... Payables for insurance, reinsurance and private pension operations................. Technical reserves ................................. Other contingent liabilities .................. Other ............................................ 5,412 16 597 5,534 351 512 (122) (335) 85 (2.20%) (95.44%) 16.60% 100.00% 274.59% (69.67%) 345 4,320 92 42 412 4,120 86 53 (67) 200 6 (11) (16.26%) 4.85% 6.98% (20.75%) 54.92% (163.93%) (4.92%) 9.02% Noncurrent liabilities ......................... Obligations payable ............................... Loans and financing ................ Other accounts payable ......................... Technical reserves ............................... Other contingent liabilities .................. Other............................................ 5,601 1,011 499 258 3,380 446 7 4,808 868 0 223 3,222 483 12 793 143 499 35 158 (37) (5) 16.49% 16.47% 15.70% 4.90% (7.66%) (41.67%) 100.00% 18.03% 62.93% 4.41% 19.92% (4.67%) (0.63%) Shareholders’ equity ............................... 3,352 3,077 275 8.94% - Total liabilities and shareholders’ equity.................................. 14,365 13,419 946 7.05% – 205 Reference Form – 2014 – SUL AMERICA S/A Version: 19 10.1 - General financial and equity condition Current assets Current assets increased by 6.15%, from R$9,443 million as of December 31, 2011 to R$10,024 million as of December 31, 2012. The changes in the current assets accounts over the period are described below: Cash and cash equivalents and marketable securities Cash and cash equivalents and marketable securities showed an increase of 9.85%, from R$7,110 million as of December 31, 2011 to R$7,810 million as of December 31, 2012. This variation is mainly explained by (i) the increase in investment income (expenses) resulting from the income from marketable securities in the amount of R$621 million; (ii) the first issue of debentures of the Company in the amount of R$500.0 million; (iii) the adjustment to market value of assets classified in accounting into the available-for-sale category; and (iv) redemption of marketable securities in the amount of R$489 million. Receivables from insurance and reinsurance operations There was no material variation in receivables from insurance and reinsurance operations, which changed from R$965 million as of December 31, 2011 to R$916 million as of December 31, 2012. Deferred acquisition costs There was no material variation in deferred acquisition costs, which changed from R$358 million as of December 31, 2011 to R$393 million as of December 31, 2012. Reinsurance assets Reinsurance assets reduced 41.43%, from R$350 million as of December 31, 2011 to R$205 million as of December 31, 2012. The reduction of R$145 million is explained by a revision of the criteria on the reporting of provisions for special non-ordinary legal claims which started to follow best practices according to the IFRS, and led to the reporting of a provision for 100% of the lawsuits classified into probable losses and disclosing the amounts of exposure of lawsuits classified into possible or remote losses. Other current assets There was no material variation in the heading other current assets, which changed from R$660 million as of December 31, 2011 to R$700 million as of December 31, 2012. Noncurrent assets Noncurrent assets showed an increase of 9.18%, from R$3,976 million as of December 31, 2011 to R$4,341 million as of December 31, 2012. Many noncurrent assets accounts changed over the period as described below: Marketable securities Marketable securities showed an increase of 7.03%, from R$1,053 million as of December 31, 2011 to R$1,127 million as of December 31, 2012. This change is mainly explained by (i) the investment income from marketable securities; and (ii) redemptions of marketable securities in the amount of R$93 million. 206 Reference Form – 2014 – SUL AMERICA S/A Version: 19 10.1 - General financial and equity condition Judicial deposits Judicial deposits increased by 17.60%, from R$1,676 million as of December 31, 2011 to R$1,971 million as of December 31, 2012. The R$295 million increase is mainly explained by (i) R$33 million related to new COFINS judicial deposits (rate increase of 1%); (ii) R$47 million related to the new CSLL judicial deposits (the most relevant being the rate increase of 6%); (iii) R$30 million related to the new judicial deposits for IRPJ (the most relevant being the nondeductibility of CSLL from the IRPJ basis); (iv) R$26 million related to the new judicial deposits for INSS (physicians/brokers); and (v) R$95 million related to the adjustment of deposits. Deferred acquisition costs There was no material variation in deferred acquisition costs, which changed from R$161 million as of December 31, 2011 to R$181 million as of December 31, 2012. Other noncurrent assets There was no material variation in other noncurrent assets, which changed from R$896 million as of December 31, 2011 to R$856 million as of December 31, 2012. Investments, property and equipment and intangible assets There was no material variation in investments, property and equipment and permanent intangible assets, from R$190 million as of December 31, 2011 to R$206 million as of December 31, 2012. Current liabilities Current liabilities reduced 2.20%, from R$5,534 million as of December 31, 2011 to R$5,412 million as of December 31, 2012. Many accounts of current liabilities changed over the period as described below: Loans and financing Loans and financing showed a reduction of 95.44%, from R$351 million as of December 31, 2011 to R$16 million as of December 31, 2012. This change is mainly explained by (i) the settlement of Senior Notes issued by the Company in the amount of R$233 million; (ii) settlement of the swap contract in the amount of R$124 million; and (iii) appropriation of the interest of first issue debentures of the Company in the amount of R$16 million. Other obligations payable Other obligations payable showed an increase of 16.60%, from R$512 million as of December 31, 2011 to R$597 million as of December 31, 2012. This increase of R$85 million is mainly explained by (i) the increase in the provision for IRPJ of R$55 million, (ii) increase in the provision for CSLL of R$24 million, (iii) dividends net of payments of R$26 million, (iv) reduction in accounts payable to suppliers of R$14 million, and (v) R$18 million related to the payment of REFIS. Payables for insurance, reinsurance and private pension operations There was no material variation for insurance, reinsurance and private pension operations, which changed from R$412 million as of December 31, 2011 to R$345 million as of December 31, 2012. 207 Reference Form – 2014 – SUL AMERICA S/A Version: 19 10.1 - General financial and equity condition Other contingent liabilities There was no material variation in other contingent liabilities, which changed from R$86 million as of December 31, 2011 to R$92 million as of December 31, 2012. Noncurrent liabilities Noncurrent liabilities showed an increase of 16.49%, from R$4,808 million as of December 31, 2011 to R$5,601 million as of December 31, 2012. Changes in noncurrent liabilities accounts over the period are described below: Obligations payable Other obligations showed an increase of 16.5%, from R$868 million as of December 31, 2011 to R$1,011 million as of December 31, 2012. The increase of R$143 million is mainly explained by: (i) R$15 million related to the provisions for COFINS recognized over the year (the most material amount being the dispute of the 1% rate increase); (ii) R$37 million related to the complement to the provision for PIS Amendment, according to the change in the opinion of the attorneys handling it; (iii) R$50 million related to the provisions for CSLL recognized over the year (the most relevant amounts being the dispute of the 6% rate increase); (iv) reversal of (R$12) million, of which the main one is (R$4) million related to the reversal of the provision for CSLL, according to the change in the opinion of the attorneys handling it, and (R$6) million related to the reversal of the provision for IRPJ, according to the change in the opinion of the attorneys handling it; (v) R$29 million related to the provisions for IRPJ recognized over the year (the most relevant amount being related to the dispute of the nondeductibility of CSLL from the IRPJ basis); (vi) R$9 million related to the addition to the provision for ISS Recife and Maceió; and (vii) R$52 million related to the adjustments to provisions; and (viii) (R$17) million related to the heading assessment notices which amounts were reclassified into the respective accounts of the involved taxes, generating a reversal of the provision. Loans and financing As of December 31, 2012, the amount of R$499 million was reported in loans and financing. The increase was mainly due to the first issue of debentures of the Company. Other accounts payable Tthere was no material variation in other accounts payable, which increased from R$223 million as of December 31, 2011 to R$258 million as of December 31, 2012. Other contingent liabilities There was no material variation in other contingent liabilities, which decreased from R$483 million as of December 31, 2011 to R$446 million as of December 31, 2012. Changes in technical reserves (current and noncurrent) The current and noncurrent changes in technical reserves increased 4.88%, from R$7,342 million as of December 31, 2011 to R$7,700 million as of December 31, 2012. This variation is mainly explained by (i) the increase in the mathematical reserves for benefits to be granted of private pension products, including the increase in the balances in reserve for the PGBL and VGBL plans, in the amount of R$418 million; and (ii) the premium deficiency reserve for the life business which was revaluated, resulting in a reduction in the amount of R$79 million, in view of the court decisions favorable to the Company. 208 Reference Form – 2014 – SUL AMERICA S/A Version: 19 10.1 - General financial and equity condition Shareholders’ equity Shareholders’ equity increased by 8.94%, from R$3,077 million as of December 31, 2011 to R$3,352 million as of December 31, 2012. The increase of R$275 million is mainly explained by (i) the income for the fiscal year 2012 in the amount of R$483 million, (ii) dividends and interest on shareholders’ equity in the amount of R$119 million, and (iii) payment of additional dividends for 2011 in the amount of R$106 million. Liquidity and Capital Funds The Company uses its funds mainly to perform the following: payment of claims, benefits and redemption due based on the insurance policies and pension plans of the Company; investing activities, including the buys and sells of held-to-maturity financial assets to cover the reserves for insurance and private pension of the Company; payment of interests and amortization of the loans and financing of the Company; working capital needs; and payment of dividends and interest on shareholders’ equity. The executive officers explain that the Company has the following sources of funds: operating activities, mainly insurance premiums; yields of marketable securities; and financing. The executive officers state that the liquidity requirements of the operating subsidiaries of the Company are historically met mainly by the funds arising from operations, maturities of investments and other returns on investments received. The executive officers also comment that the cash arising from these sources is mainly used for payments of claims and outstanding claim expenses and operating expenses. Finally, the executive officers mention that additional sources of cash flow include sales of invested assets and financing activities. 209 Reference Form – 2014 – SUL AMERICA S/A Version: 19 10.2 - Operating and investment income 10.2. Operating and investment income: a) Income from the Company’s operations, especially: (i) the description of any important income components; and (ii) factors that materially affect operating income. i. description of any important income components. Total Insurance Premiums The main income components of the Company are composed of insurance premiums offered by the Company. Total insurance premiums are composed of premiums from the following business lines: (i) health and dental insurance; (ii) auto; (iii) other property and casualty; and (iv) life and personal accident. In the year ended December 31, 2013, total insurance premiums of the Company reached R$12,217.9 million. The health and dental segment continued to be the main segment, accounting for 69.1% of the total premiums obtained. The other segments share of premiums is as follows: 22.9% auto, 4.5% other property and casualty, and 3.4% life and personal accident. In relation to the year ended December 31, 2012, the Company obtained premiums in the total amount of R$10,616.7 million. The composition of the amount obtained in the year ended December 31, 2012 was as follows: 69.3 health and dental, 21.5% auto, other 4.6% property and casualty, and 4.6% life and personal accident. In the year ended December 31, 2011, insurance premiums totaled R$9,426.1. The health and dental segment accounted for 66.2% of premiums, whereas the automobile, other property and casualty, and life and personal accident accounted for 23.6%, 5.2% and 5.0%, respectively. The change in total premiums of each business line of SulAmérica, for the indicated periods. 8,444.9 2,803.2 551.7 418.2 7,360.2 2,286.9 485.4 484.1 6,237.3 2,220.9 493.9 473.9 Change % (2013-2012) (R$ million) 14.7% 22.6% 13.6% (13.6%) 12,217.9 10,616.7 9,426.1 15.1% 2013 Health and dental....................... Auto......................................... Other property and casualty........ Life and personal accidents.......... Total insurance premiums.... 2012 2011 Change % (2012-2011) 12.6% 18.0% 3.0% (1.7%) 2.1% ii. factors that materially affected operating income. The premiums growth of 15.1% demonstrated in the year ended December 31, 2013, relative to the year ended December 31, 2012, was mainly caused by the good performance of the health and dental business lines, in addition to the auto segment. In the health and dental segment, total insurance premiums increased 14.7%, from R$7,360.2 million in the year ended December 31, 2012 to R$8,444.9 million in the year ended December 31, 2013. This variation was mainly caused by the increase in new policyholders (growth of 6.8% for the year 2013) and the required annual adjustments in the portfolios. The health insurance portfolios of the small and medium-sized (SME) companies, dental plans and corporate plans were the highlight, with respective growth of 25.4%, 15.5% and 15.1%. 210 Reference Form – 2014 – SUL AMERICA S/A Version: 19 10.2 - Operating and investment income In the auto segment, total insured premiums increased 22.6%, from R$2,286.9 million in the year ended December 31, 2012 to R$2,803.2 million in the year ended December 31, 2013. This increase is mainly explained by the growth in the insured fleet, which ended 2013 with 1.53 million vehicles, aside from the Company’s focus on a profitability-driven underwriting policy. In April 2013, the Company completed the acquisition of SULACAP and started consolidating its income as of May 2013. Since then, the Company has then promoted the integration of the SULACAP operations into its own structures. The income from the savings bonds operations totaled R$40.3 million in the year ended December 31, 2013. In the comparison between the years ended December 31, 2012 and December 31, 2011, the increase of 12.6% was mainly caused by the good performance demonstrated by the health and dental segment. The growth in the health and dental segment in the year ended December 31, 2012, as compared to the year ended December 31, 2011, was caused by the strong growth in group health insurance, with highlight to the new sales in the corporate and SME segments. B. Variations in the income attributable to changes in price, exchange rates, inflation, volumes and launch of new products and services. The executive officers inform that in 2012 and 2011 there was no significant variation in the income attributable to changes in prices, exchange rates, volume and launch of new products and services, besides those commented in previous sections. In 2013 there was no significant variation in the income attributable to changes in prices, exchange rates, inflation and volumes. In this year, however, there was a positive variation in the income attributable to the launch of new products and services after the completion of the acquisition of SulaCap. The financial statements of savings bonds started to be consolidated in the SulAmérica’s ones as of May 2013, with impacts already commented on, in the previous sections. C. Impact of inflation and variation in the main input and product prices, foreign exchange rate and interest rate on the operating and investment income of the issuer. Part of the liabilities of insurance, private pension and savings bonds operations is positively correlated with inflation, interests and exchange rate. The variations in these macroeconomic indicators may affect the operating income. The Asset and Liability Management (ALM) process aims at minimizing the mismatch between assets and liabilities. Accordingly, SulAmérica invests the assets that provide coverage to such liabilities in financial instruments with exposure to the same indicator. Consequently, such fluctuations could affect investment income, minimizing the residual risk of the variation in inflation, interests and exchange rate to the income of SulAmérica. In addition, the portfolios necessary for SulAmérica’s liquidity are also affected by interest rates. Therefore, decreases in interest rates, such as the movement which took place between 2011 and mid2013, could potentially reduce investment income. On the other hand, if the interest rates increase, occurred at the end of 2013, investment income could be positively impacted. 211 Reference Form – 2014 – SUL AMERICA S/A Version: 19 10.3 - Occurred and expected events with material effects on the financial statements 10.3 Occurred and expected events with material effects on the financial statements 4: A. Launch or disposal of operating segment. On May 28, 2012, the Company released a Material Fact informing that its subsidiary Sul América Santa Cruz Participações S.A. entered into a contract for purchase and sale of shares with Saspar Participações S.A. (SASPAR) aiming at the acquisition of the total interest held by SASPAR in the capital of Sul América Capitalização S.A. – SULACAP (SULACAP), representing 83.27% interest in the capital of SULACAP. With the completion of the transaction on April 25, 2013, SulAmérica started to operate in the savings bonds segment, with the financial statements of this operations being consolidated into those of SulAmérica from May 2013, making a significant contribution to the consolidated income of the Company. B. Recognition, acquisition or disposal of ownership interests. On May 28, 2012, the Company released a material fact statement informing that its subsidiary Santa Cruz America Participações S.A. entered into a contract for the purchase and sale of shares with Saspar Participações SA (SASPAR) to acquire the entire stake held by SASPAR in the capital of Sul América Capitalização S.A. (SULACAP), representing 83.27% of the capital of SULACAP, for the base price of R$ 214 million, taking into account that this amount could be increased by up to R$71 million provided that certain contract conditions are met. The seller is controlled by Sulasa Participações S.A. (SULASA), the controlling entity of the Company. The transaction was completed on April 25, 2013. With this, the financial statements of savings bonds started to be consolidated into those of SulAmérica from May 2013, making a significant contribution to the consolidated income of the Company. The collections from savings bonds grew substantially YTD (+27.5%), already benefitting from the synergies in operations. Operating income amounted to R$40.3 million for the year, a growth of 1.1% in relation to 2012. Savings bonds reserves totaled R$790.4 million in the end of the year, an increment of 31.4% as compared to 2012. C. Unusual events or transactions. This item is not applicable, considering that the Company did not have any unusual events or transactions. 4 Sul América S.A. is referred to as “Company”, whereas “SulAmérica” is adopted to refer to the group of companies formed by Sul América S.A. and its subsidiaries. 212 Reference Form – 2014 – SUL AMERICA S/A Version: 19 10.4 - Significant changes in accounting practices – exceptions and emphases in the auditors’ opinion report A. Significant effects of changes in accounting practices Described below are the significant effects of changes in the accounting practices on the financial statements as of December 31, 2012. In the financial statements as of December 31, 2011, the impacts were not material, and, accordingly, as described in Note 1.20, under the terms of the CVM Resolution 676/11 and the Technical Pronouncement CPC 26, “the entity does not need to provide a specific disclosure, required by a CPC Technical Pronouncement, Interpretation or Guidance, if the information is not material”. In this context, considering the immateriality of the involved amounts, it is not necessary, for the purposes of the financial statements, to show the changes in accounting practices that affected the financial statements as of December 31, 2011. Described below are the significant effects of the changes in the accounting practices on the financial statements as of December 31, 2012, as mentioned above: On January 31, 2013, SUSEP issued Circular 462 setting out the calculation method and procedures for recognizing the technical reserves of insurance companies, savings bonds companies, and publicly-held private pension, and local reinsurer companies. This Circular ended certain reserves and created others, and provided an adjustment period through December 31, 2013, and the full reversal through December 31, 2014. On March 1, 2013, SUSEP issued Circular 464, which provides for changes in the accounting standards to be followed by the insurance companies, savings bonds companies, publicly-held companies of private pension and local reinsurers, and supersedes the SUSEP Circular 430/2012, with effects retroactive to January 1, 2013. The ANS also issued the Regulatory Resolutions 314/2012, 322/2013 and 344/2013, superseding the Regulatory Resolution 290/2012, of which the main provision is the creation of an Unearned Premium or Contribution Reserve. Before this ruling, the corresponding amount used to be recorded in “Premiums Receivable – Advance Collection”, as an adjustment account in assets. This change does not impact the financial statements, as SulAmérica had adopted this measure in the subsidiaries regulated by ANS SUSEP rules for consolidation purposes, in order to equalize accounting practices. The revision of CPC 33 brought changes to the standard and establishes that the actuarial gains and losses of defined benefit plans are fully recognized in the financial statements, on the date the pronouncement revision is adopted, having as contra-entry not the income for the year, but the comprehensive income, in the account “Equity Adjustments”. In relation to the year 2013, the financial statements are already presented with the adjustments that impacted December 31, 2012, enabling the comparability between financial statements, as established in CPC 23, paragraphs 14 to 31. 213 Reference Form – 2014 – SUL AMERICA S/A Version: 19 10.4 - Significant changes in accounting practices - Qualifications and emphases in the auditors’ opinion B. Significant effects of the changes in accounting practices In item 10.4 A, the executive officers of the Company describe that in 2011 there was no significant effect on the accounting practices, and below is the reconciliation between the financial statements as of December 31, 2012, issued on February 28, 2013, and those presented for comparative purposes in such financial statements, showing the retroactive adjustments related to the changes in the accounting practice caused by the previously reported events: Released Assets Cash and cash equivalents ........................... Marketable securities ................................... Accounts receivable .............................. Investments(a)............................................ Property and equipment and intangible assets... Total assets .............................................. 418 285,096 189,709 3,493,525 348 3,969,096 Released Liabilities Accounts payable and other payables................. Shareholders’ equity(a)................................... Total liabilities and shareholders’ equity ...... 617,049 3,352,047 3,969,096 Released Assets Cash and cash equivalents and marketable securities Receivables for insurance, reinsurance and private pension operations…………………………… Reinsurance and retrocession assets – Technical reserves(d) ................................................... Accounts receivable(b)(e)......................... Deferred acquisition costs)............................... Property and equipment and intangible assets .. Other............................................................. Total assets .............................................. Restated (6,686) (6,686) Company Adjustments (R$ thousand) 418 285,096 189,709 3,486,839 348 3,962,410 Restated (6,686) (6,686) Consolidated Adjustments (R$ thousand) 617,049 3,345,361 3,962,410 Restated 8,937,235 - 8,937,235 1,184,514 - 1,184,514 308,250 3,075,455 573,665 202,646 83,261 14,365,026 (1,477) (41,737) (43,214) 306,773 3,033,718 573,665 202,646 83,261 14,321,812 Released Liabilities Account payable, other payables and sundry payables (c)(e) .................. Payable for insurance, reinsurance and private pension operations and Third party deposits ... Technical reserves and private pension(d) ....... Shareholders’ equity(a)..................................... Total liabilities and shareholders’ equity .. Company Adjustments (R$ thousand) Consolidated Adjustments (R$ thousand) Restated 2,920,099 (33,056) 2,887,043 393,936 7,698,944 3,352,047 14,365,026 (3,472) (6,686) (43,214) 393,936 7,695,472 3,345,361 14,321,812 (a) It refers to the reflex of the write-off of the Risk Fluctuation Reserve, in the amount of R$278, and the Premium Deficiency Reserve, in the amount of R$770, both net of the respective tax effects of the subsidiary SULASEG. SUSEP, by means of Circular 462/2013, required the full reversal of these technical reserves until December 31, 2014. Additionally, there is the reflex of the adjustments made to the subsidiaries SAÚDE, acquired by CIA. SAÚDE, and SALIC, related to the amendment to the standard CPC 33 (R1) – Employee benefits, in the amount of R$7,734, net of the corresponding tax effects; (b) It refers to the tax effects of the reversal of the Risk Fluctuation Reserve and Premium Deficiency Reserve of subsidiary SULASEG and the employee benefits of subsidiaries SAÚDE, acquired by CIA. SAÚDE, and SALIC; (c) It refers to the amendment to the standard CPC 33 (R1) – Employee benefits, in the amount of R$12,890, related to the subsidiaries SAÚDE, acquired by CIA. SAÚDE, and SALIC, the tax effects (PIS and COFINS) related to the adjustments of the Risk Fluctuation Reserve and Premium Deficiency Reserve of the subsidiary SULASEG, in the amount of R$566, and the effects of IR and CSLL in the amount of R$23; (d) It refers to the write-off in the subsidiary SULASEG of the Risk Fluctuation Reserve, in the amount of R$1,477 in Assets and R$1,964 in Liabilities, and of the Premium Deficiency Reserve, in the amount of R$1,508, according to SUSEP Circular 462/2013. (e) It refers to the prepayment of the income and social contribution tax on net income in the amount of R$46,536 reclassified into liabilities, according to SUSEP Circular 464/2013. 214 Reference Form – 2014 – SUL AMERICA S/A Version: 19 10.4 - Significant changes in accounting practices - Qualifications and emphases in the auditors’ opinion Based on the previously reported values, the impact of these restatements on the individual and consolidated balance sheets on January 1, 2012 is not material, and, therefore, insignificant for the understanding of these financial statements, not being necessary the presentation of a restated balance sheet as of that date. In relation to the year 2013, the financial statements are already presented with the adjustments that impacted December 31, 2012, enabling the comparability between the financial statements, as established in the CPC 23, paragraphs 14 to 31. C. Qualifications and emphases in the auditors’ opinion The financial statements include, among other information, the Report of Independent Auditors. It is the responsibility of the auditors to express an opinion on the financial statements based on the audit. For the fiscal years 2013, 2012 and 2011, the Company's independent audit firm expressed an unqualified opinion, stating that the financial statements present fairly, in all material respects, the financial and equity condition of SulAmérica. However, in the Opinion Reports of the aforementioned financial statements a paragraph of Emphases was included, as quoted below: “(...) the Financial Statements have been prepared in accordance with the accounting practices adopted in Brazil. In the case of the Company, these practices differ from IFRS, applicable to separate financial statements, only in the respect of the valuation of investments in subsidiaries under the equity method, whereas under IFRS it would be at cost or fair value. Our opinion is not qualified in respect of this matter.” In other words, the consolidated financial statements are prepared in accordance with International Financial Reporting Standards (IFRS) and also in accordance with the accounting practices adopted in Brazil (BR GAAP), while the individual financial statements of the Company are prepared in accordance BR GAAP, which comprises the Brazilian Corporate Law and the pronouncements, interpretations and guidelines issued by the Accounting Pronouncements Committee (CPC), approved by the CVM. Thus, the individual financial statements of the Company have been prepared in accordance with the BR GAAP, which differs from the IFRS, since there are no individual financial statements under the IFRS but separate financial statements, where the valuation of investments in subsidiaries, associates and joint ventures are not made under equity method, as in the individual financial statements under the BR GAAP, but at cost or fair value. The Audit firm adds in its opinion that the consolidated and individual financial statements have been presented as a whole, because there was no difference between shareholders’ equity and income of these financial statements. In addition, the executive officers inform that the management considered that the impact of adopting different rules for consolidated and individual financial statements were not significant for the understanding of financial statements, not being necessary the presentation of additional information. 215 Reference Form – 2014 – SUL AMERICA S/A Version: 19 10.5 – Critical accounting policies 10.5. – Critical accounting policies The practices adopted in the preparation of the consolidated financial statements are in accordance with the International Financial Reporting Standards (IFRS), and that the application of this set of standards requires Management to make judgments and estimates that affect the recognized amounts of assets, liabilities, income and expenses. The adopted estimates and presuppositions are analyzed on continuous basis, the revisions being recognized in the period when the estimate is revaluated, with prospective effects, when applicable. Considering that in many situations there are alternatives to the accounting treatment, the disclosed results could be different, should a different treatment were chosen. Management considers that the choices are appropriate and that the consolidated financial statements fairly present the financial position of Sul América S.A and the income from its operations, in all material respects. The significant assets and liabilities subject to such estimates and assumptions include items mainly for which it is necessary a fair value valuation. The most material applications of the exercise of judgment and use of estimates are the following: (a) Fair value of cash equivalents and financial instruments When the fair value of recognized financial assets and liabilities could not be derived from an active market, it is determined by the adoption of valuation techniques. The variables of these adopted techniques are derived from observable market data whenever possible, but when the market data is not available, a judgment is required to state the fair value. (b) Impairment of available-for-sale financial assets An impairment loss on available-for-sale financial assets occurs when there is a significant or prolonged decline in their fair values to amounts lower than costs. Determining the meaning of significant or prolonged requires judgment in which, among other factors, the normal price volatility of financial instruments is evaluated. In addition, the recognition of impairment can be made when there is evidence of the negative impact on the financial health of the invested company, the performance of the economic sector, as well as the technology changes and cash flows from financing and operating activities. (c) Impairment of non-financial assets At the end of each reporting period, it is evaluated, based on internal and external information sources, whether there is any indication that a non-financial asset may have recoverability problems. If there is any indication, estimates are adopted for defining the recoverable amount of the asset. At the end of each reporting period, it is evaluated whether there is any indication that the impairment loss of an asset, recognized in previous periods, except goodwill for expectation of future profitability, may cease to exist or may have decreased. If there is such indication, the recoverable amount of this asset is estimated. Notwithstanding any indication of impairment loss, an impairment test of intangible assets of undefined useful lives is performed, including the goodwill acquired in a business combination, or of intangible assets not yet available for use. The determination of the recoverable amount in the evaluation of impairment of non-financial assets requires estimates based on quoted market prices, calculations at present value or other pricing techniques, or a combination of many techniques, requiring Management to make subjective judgments and adopt assumptions. 216 Reference Form – 2014 – SUL AMERICA S/A Version: 19 10.5 – Critical accounting policies (d) Taxes on income As the corporate purpose of the Company is to earn a profit, the generated income is subject to the payment of taxes in the many venues where it carries out its operating activities. The determination of the aggregate amount of taxes on income requires interpretation and estimates. There are many transactions and calculations for which the determination of the definite amount of taxes payable is uncertain during the normal business cycle. Other interpretations and estimates may result in a different amount of taxes on income recognized over the period. The tax authorities may review the procedures adopted by the Company over a five-year period, counted as of the date when the taxes are considered due. Accordingly, these tax authorities may question the procedures adopted by the Company, mainly those arising from differences in the interpretation of the tax legislation. Despite this fact, Management believes that there is no significant correction to the taxes on income recorded in the financial statements. (e) Recognition and evaluation of deferred taxes Deferred tax assets are calculated on temporary differences and tax loss carryforwards, being recognized in accounting when the Company has expectation that it will generate taxable profit over the subsequent years, at amounts sufficient to offset such amounts. The expected realization of the tax credit of the Company is based on the projection of future income and technical studies, in line with the current tax legislation. The estimates considered by Company to recognize and evaluate deferred taxes are obtained in view of the current expectations and projections of events and future trends. The main assumptions found by the Company that may affect these estimates are related to factors such as (i) changes in the government regulation that affect tax matters; (ii) changes to interest rates; (iii) changes to inflation rates; (iv) adverse lawsuits or disputes; (v) credit, market or other risks arising from investing activities; (vi) changes in the domestic and foreign economic conditions. (f) Technical reserves for liabilities of insurance contract The technical and mathematical reserves related to insurance, private pension and savings bonds contracts, of the Company’s investees, are recognized according to the rules established by the National Council of Private Insurance (“Conselho Nacional de Seguros Privados” in portuguese, or CNSP) on insurance, private pension and savings bonds. The technical reserves related to insurance contracts are recognized according to the rules established by the National Agency of Supplemental Health (“Agência Nacional de Saúde Suplementar” in portuguese, or ANS). The amounts are determined based on the methods and hypothesis defined by the actuary and validated by the Management, reflecting the current amount of the best estimate, on the calculation base date, of the future obligations arising from insurance, private pension, savings bonds and health contracts. In each reporting period the adequacy of its liabilities is analyzed for all contracts that are effective on the execution date. Such procedure, named liabilities adequacy test, considers as net carrying amount the liabilities of insurance contracts deducted of the deferred acquisition costs and the related intangible assets. To prepare this test, the actuarial methodology is adopted to estimate the present value of all future cash flows from the actuarial assumptions that are valid on the test date. In this test, contracts are grouped based on similar risks or when the insurance risk is managed together with the Management. 217 Reference Form – 2014 – SUL AMERICA S/A Version: 19 10.5 – Critical accounting policies The main assumptions adopted by the insurance companies to perform the liabilities adequacy test are the following: (i) discount rate used to bring the projected flows to present value; (ii) loss ratio, administrative and operating expenses, acquisition costs, cancellation, future contributions, partial redemptions and conversions into income based on performance history; and (iii) mortality and survivorship follow the biometric tables specially built on the experience in the Brazilian insurance market. (g) Legal provisions and liabilities Legal liabilities are recognized in the financial statements when, based on the opinion of legal advisors and Management, the risk of loss in a lawsuit or administrative proceedings is considered probable, with a probable outflow of funds for the settlement of obligations and when the involved amounts are measurable with sufficient certainty, being quantified upon the summons/legal notification. The executive officers of the Company also inform that the amounts related to questionings related to the illegality or unconstitutionality of taxes, contributions and other obligations of tax nature, are provisioned notwithstanding the evaluation about the probability of favorable outcome and, therefore, have their amounts fully recognized in the financial statements. 218 Reference Form – 2014 – SUL AMERICA S/A Version: 19 10.6 - Internal controls related to the preparation of financial statements - Efficiency level and the weakness and recommendations in the auditors’ report A. Efficiency level of these controls, pointing out possible imperfections and arrangements made to correct them The executive officers believe that the internal controls system is structured to ensure the effectiveness of its operations, information systems and compliance with the applicable rules. The system effectiveness is permanently evaluated by independent auditors and the internal audit, which periodic reports contribute to its continuous improvement. The executive officers inform in the reports issued over the past years no failure that could put at risk the effectiveness of the Company’s internal controls and continuity of its business was identified. B. Weaknesses and recommendations on internal Controls included in the independent auditors’ report The executive officers inform that in the year 2012, the independent auditors of the Company have not identified during the performance of the audit, deficiencies or recommendations on internal controls of the company that could affect the opinion on the accounting statements for the year ended December 31, 2012. For the year 2013 to date, the Company did not receive the updated report of the independent audit firm on internal controls. The executive officers inform that such report is in finalization stage and, in case there is any suggestion by the external auditors, Management will make its comments on such suggestions in a restatement of the form of this Reference Form. 219 Reference Form – 2014 – SUL AMERICA S/A Version: 19 10.7 - Use of proceeds from public offerings and possible deviations A. Use of proceeds from offering. In 2007, the Company raised R$775 million with the primary issue of 25 million Units, at the price of R$31.00, the net proceeds of which were used in the settlement of loans and short-term credit facilities and accelerated amortization of 35% of senior notes corresponding to US$71.7 million. The issue of Units resulted in an increase in the Company’s consolidated shareholders’ equity from R$917.7 million in 2006 to R$1,960.4 million in 2007, and had an impact of R$42.4 million on the administrative expenses. Additionally, the Company used part of the proceeds from the offering to consolidate its interest in operating subsidiary, through the subsidiary Saepar Serviços e Participações S.A., successfully performing the tender offer for purchase of shares in free float of Sul América Company Nacional de Seguros on April 29, 2008. On July 29, 2008, the term for purchase of the remaining shares after the tender offer for cancellation of the registration of SALIC as a publicly-held company expired. The Company purchased 50,126,651 shares from SALIC and invested R$51.3 million in this transaction. The proceeds from the initial public offering were used (i) for connection with the business partnership to promote SulAmérica Auto insurance in the entire network of BV Financeira and BV Leasing, which contemplated the initial payment of R$30.0 million, and also the possibility of an additional payment of up to R$40.0 million, subject to the clause on future sales performance, (ii) for the acquisition of BrasilSaúde and DentalPlan, companies of the health and dental insurance segment, for R$29.2 million and R$31.1 million, respectively, (iii) for the expansion of physical presence, including the network of back office to broker operations and new client service centers (inaugurated in 2008, 2009, 2010 and 2011), and (iv) for the acquisition and development of new underwriting, claim management and decision support systems. On January 4, 2012, the Company released a Material Fact statement informing that the Board of Directors approved the first issue of simple non-convertible debentures, unsecured, in a single series, issued by the Company, in the total amount of R$500.0 million for public distribution with restricted placement efforts. On February 6, 2012, 50,000 debentures with face value of R$10,000.00 were issued. The debentures were issued and fall due in five years counted from the issue date, that is, February 6, 2017. The executive officers comment that the face value of debentures will be amortized in three annual and successive installments from the third year of their issue with the payment of interest every six months, corresponding to 100% of the cumulative variation of daily average rates of one-day Interbank Deposits (DI), over extra-group, plus a surcharge of 1.15% per year, defined in the bookbuilding procedure. The net proceeds raised by the Company, with the issue of debentures, were used as follows: (i) Meet the cash needs arising from the expansion of SulAmérica’s operations; (ii) Restore cash after the settlement of senior notes in 2012; and (iii) General corporate objectives. 220 Reference Form – 2014 – SUL AMERICA S/A Version: 19 10.7 - Use of proceeds from public offerings and possible deviations In addition, on February 13, 2012, as provided for in the Indenture, the Company settled senior notes amounting to R$232.9 million (U$130.0 million). Additionally, they inform that on February 14, 2012, R$124.0 million was paid relating to the swap transaction employed to hedge against exchange rate fluctuations. The total amount paid for settling senior notes was R$357.0 million. Finally, as of December 31, 2013, the Company had a total indebtedness equivalent to 14.3% of shareholders’ equity. B. Material deviations between the actual use of proceeds and the proposal for allocation disclosed in the prospectus of the respective offering. This item is not applicable, as there was no relevant deviation between the actual use of proceeds and the proposals for allocation disclosed in the prospectus of the respective offering. C. In the event there were any deviations, the reasons for them. This item is not applicable, once there was no deviation. 221 Reference Form – 2014 – SUL AMERICA S/A Version: 19 10.8 - Material items not reported in the financial statements A. The assets and liabilities directly or indirectly held by the issuer, which are not reported in the balance sheet (off-balance sheet items). (i) There is no operating lease not reported in the financial statements for the past three fiscal years. (ii) There is no receivables portfolio written-off in relation to which the Company has risks and responsibilities not reported in the financial statements for the past three fiscal years. (iii) There is no contract for future purchase or sale of products or services not reported in the financial statements for the past three fiscal years. (iv) There is no contract for construction, which is unfinished, that is not reported in the financial statements for the past three fiscal years. (v) There is no contract for future receipt of financing not reported in the financial statements for the past three fiscal years. B. Other items not reported in the financial statements. There is no other item not reported in the financial statements for the past three fiscal years. 222 Reference Form – 2014 – SUL AMERICA S/A Version: 19 10.9 - Comments on items not reported in the financial statements A. The way these items change or could change revenues, expenses, income from operations, investment expenses or other items of the issuer’s financial statements. This item is not applicable to the Company, because there are no assets or liabilities held by the Company not recognized in its balance sheet. B. Nature and purpose of the transaction. This item is not applicable to the Company, because there is no asset or liability held by the Company not recognized in its balance sheet. C. Nature and amount of the obligations taken on and the rights granted to the issuer arising from the transaction. This item is not applicable to the Company, because there is no asset or liability held by the Company not recognized in its balance sheet. 223 Reference Form – 2014 – SUL AMERICA S/A Version: 19 10.10 – Business plan A. Investments, including: i. Quantitative investments. and qualitative description of investments in progress and planned SulAmérica continued to invest in the development of products and services, to meet the demands of the Brazilian insurance market and improve service to brokers and clients. Investments were made in the amount of R$68.8 million in 2013, of which R$63.3 million related to information technology. In the area of information technology, the Company has allocated R$55.0 million to the software update and purchase systems for improving processes in all business units. The other R$8.3 million was invested in hardware, mainly in the modernization of technology for employees. Among the main projects related to information technology, the executive officers mention: (i) the new system to support the regulation of claims, (ii) the development of the online quoting system for brokers of the automobile segment (iii) the completion of the migration of platform for e-mails, calendar and file sharing to the cloud computing, and (iv) creation of a mobile platform, which allows access to health services by phone. During 2011, new partnerships were entered into, the agreement signed in April with Caixa Seguradora S.A. (Caixa Seguros) in the auto segment being one of them. SulAmérica expanded its service network to brokers and customers and ended 2013 with 37 Concierge Auto Centers (C.A.S.A.s) and 86 branches throughout Brazil. Finally, in 2014, SulAmérica intends to continue investing in the improvement of processes and services, through the constant updating of underwriting, claims management and customer relationships systems and widening its network of C.A.S.A.s. and branches. ii. Investment funding sources. In February 2007, the Company completed the issue of US$200 million Senior Notes, and, in October 2007, made an initial public offering of shares, totally primary, raising the amount of R$775 million which net proceeds were used for settlement of loans and short-term credit facilities and the accelerated amortization of 35% of the issue of Senior Notes, corresponding to US$71.7 million. The objective of this transaction was to promote the adequacy of the Company’s asset and liability structure given the opportunities for developing the markets in which it operates; besides, the Company can rely on the profits of each year. In February 2012 the Company issued simple non-convertible debentures, unsecured, in a single series, totaling R$500.0 million for public offering with restricted placement efforts. In the same month, the Senior Notes and the swap contracted to hedge against exchange rate fluctuations in the total amount of R$357.0 million were settled. iii. Material divestitures in progress and planned divestitures. This item is not applicable, considering that there was no relevant divestitures in 2013. 224 Reference Form – 2014 – SUL AMERICA S/A Version: 19 10.10 – Business Plan B. Acquisitions of plants, equipment, patents or other assets that shall materially influence the issuer’s productive capacity. This item is not applicable, considering that there was no acquisition of plants, equipment, patents or other assets that shall materially influence the productive capacity of the Company. C. New products and services. i./ii. Description of researches in progress which were already disclosed and the total amount spent by the Company in researches on new product or service development. The development of SulAmérica product is a responsibility of each business area. SulAmérica has currently several products and services in research and development that shall be disclosed to the market only when they are launched due to the competitive environment in the Brazilian insurance market. iii. Projects in development already disclosed. SulAmérica has invested in several projects to improve its processes and services through the development of systems for claim management and customer relationship, in specialized service channels and modernization and implementation of business units and Concierge Auto Centers. The executive officers inform that further information about projects in development already disclosed are available in item 10.10.“a.1.” of this Reference Form. iv. Total amounts spent by the issuer in the development of new products or services . The investments made by SulAmérica in 2013 are described in item 10.10. “a.1” of this Reference Form. 225 Reference Form – 2014 – SUL AMERICA S/A Version: 19 10.11 – Other factors with material influence There is no other factor that materially influences the operating performance of the Company and that has not been identified or commented in the other items of this section. 226 Reference Form – 2014 – SUL AMERICA S/A Version: 19 11.1 - Disclosed projections and assumptions The Company does not disclose projections and, therefore, opted for not including them in this Reference Form, as provided for in article 20 of the CVM Instruction 480/09. 227 Reference Form – 2014 – SUL AMERICA S/A Version: 19 11.2 - Follow-up and changes in disclosed projections As informed in item 11.1, the Company does not disclose projections and, therefore, opted for not included them in this Reference Form, as provided for in article 20 of CVM Instruction 480/09. 228 Reference Form – 2014 – SUL AMERICA S/A Version: 19 12.1 - Description of the management structure The management structure of the Company is composed of the Board of Directors and the Board of Executive Officers, besides the advisory committees and the non-permanent Fiscal Council. A. Duties of each body and committee: Board of Directors. According to art. 12 of the Company’s bylaws, amended on January 10, 2014, the Board of Directors of the Company may be composed of a minimum of five and a maximum of 11 members, among which one Chairperson, all individuals, resident or not in the Country, elected at the Shareholders’ Meeting for an unified term of office of one year, reelection being permitted. The Annual Shareholders’ Meeting shall set the number of Board of Directors members (observing the minimum and maximum numbers provided for above) for each term of office. The elected members of the Board of Directors shall assume office upon a record drafted and signed in the Book of Minutes of the Board of Directors’ Meetings and stay in their respective offices until the installation date of their successors. The Company’s bylaws sets forth that the positions of Chairperson of the Board of Directors and CEO cannot be accumulated by the same person. Since the Annual Shareholders’ Meeting of March 31, 2014, the number of Board of Directors members that meet the independence requirements of the Level 2 Listing Rules of BM&FBovespa (“Level 2 Rules”) is five, thus equivalent to 50% of the members in office, a percentage above the required in the aforementioned rules, which is 20%. In addition to the duties established by the Company’ Bylaws, transcribed below, the Company’s Board of Directors has its mission and functional rules set out in its charter, approved on February 19, 2009, and amended on February 25, 2014. According to this charter, the Board of Directors’ mission is to contribute to the protection and valuation of the Company’s assets and act for its going concern. It shall also promote the return on shareholders’ investments, based on a long-term perspective, sustainability and adoption of the best corporate governance practices in the definition of business. As established in article 14 of the Company’s Bylaws, the Board of Directors has the following duties: a) provide business guidance to the Company and approve the annual budget of the Company, in addition to business plan and targets and business strategy designed within the budget; b) elect and remove the executive officers of the Company; c) oversee the management of executive officers, examine, at any time, the books and papers of the Company, request information on the contracts entered into or about to be entered into and any other act it deems necessary; d) convene the Shareholders’ Meeting; e) comment on the management reports and accounts of the Board of Executive Officers; f) choose and remove independent auditors, as well as approve the engagement of any other service of the Company’s independent auditors or companies of the same group of said auditors other than those of the audit of the financial statements; g) resolve on the acquisition of shares issued by the Company itself for cancellation or holding in treasury; h) resolve on the disposal or cancellation of shares issued by the Company itself which, for whatever reason, is held in treasury; i) resolve on the acquisition, disposal or encumbrance of property and equipment items whose value, in a single or successive transactions in the course of a same fiscal year is in excess of 5% of the Company’s equity recorded in the previous audited balance sheet; j) resolve on the recognition of encumbrances and pledge guarantees to own obligations whose value, in a single or successive transactions in the course of a same fiscal year is in excess of 5% of the Company’s equity recorded in the previous audited balance sheet; k) resolve on the issue of commercial promissory notes for public offering, in accordance with CVM Instruction 134/90, as amended by CVM Instruction 292/98 and CVM Instruction 480/09; l) resolve on the capital increase of the Company until the limit of authorized capital, taking into account that it may authorize the issue of shares or subscription warrants; m) propose to the Shareholders’ Meeting the allocation of profit sharing to managers or employees of the Company and provide for their respective distribution within the limits set in the Shareholders’ Meeting; 229 Reference Form – 2014 – SUL AMERICA S/A Version: 19 12.1 - Description of the management structure n) if approved in the Shareholders’ Meeting, set the compensation of the Board of Directors and Board of Executive Officers in global amount, and the monthly fees of each member of the Board of Directors and the Board of Executive Officers; o) examine and, as the case may be, propose to the Shareholders’ Meeting, the adoption by the Company of the Stock Option Plan to management members or employees of the Company, or individuals who provide services to the Company or the companies under its control; p) establish the conditions and rules for granting stock options within the limits and in accordance with the Stock Option Plan approved in the Shareholders’ Meeting, as well as the administration of such Plan, in case a committee is not created for this purpose; q) create committees and commissions, permanent or temporary, and elect their members, with the objective to provide support to the Board of Directors of the Company; r) resolve on any partnership of the Company as well as its participation in shareholders’ agreements; s) resolve on (i) lease, financing and loans in amount in excess of 10% of the shareholders’ equity of the Company, recorded on the previous audited balance sheet, and/or (ii) the issue of simple nonconvertible debentures, under the terms of Article 59, paragraph 1 of Law 6,404/76; t) authorize, when deemed necessary, the representation of the Company by a single officer or proxy; u) open and close branches, agencies and offices anywhere in the national territory or abroad; v) establish rules for the issue and cancellation of stock certificates (Units); w) express favorably or contrary to any tender offer for the shares issued by the Company, through previous reasoned opinion, issued in up to fifteen (15) days from the publication of the tender offer notice, which shall address at least: (i) the convenience and timing of the tender offer as to the interest of the shareholders and in relation to the liquidity of the securities it owns, (ii) the repercussions of the tender offer on the interests of the Company, (iii) the strategic plans disclosed by the offeror in relation to the Company, (iv) other issues that the Board of Directors deems relevant, as well as the information required by the applicable rules established by the CVM; x) define and submit to the Shareholders' Meeting a list of three companies specialized in the economic appraisal of companies for preparation of the appraisal report of the Company's shares, in cases of tender offer for cancellation of registration as a public company or delisting from Level 2, y) define the policy on securities trading of the Company, disclosure of material act or fact, and related party transactions; and, z) perform other legal duties that are conferred on it in the Shareholders’ Meeting, as well as to resolve the cases of omission or not provided for in the Bylaws. The Board of Directors is also responsible for appointing one or more members of the board of executive officers to the duties of vice-president among the financial, controllership and corporate areas. The duties to which items ''d)'', ''m)'',''n)'', ''q)'',''t)'' and ''u)'' above refer may also be delegated to the Chairperson of the Board of Directors upon favorable voting by the majority of the Board of Directors members. The operations to which items ''i)'',''j)'', and ''s)'' refer, when at an amount lower than that established in such items shall be the Board of Executive Officers’ residual responsibility. The Chairperson of the Board of Directors may also determine the suspension of any matters submitted to the examination of the Board of Directors, submitting them to the resolution of the Shareholders’ Meeting immediately called, in order to take a final resolution on the matter. 230 Reference Form – 2014 – SUL AMERICA S/A Version: 19 12.1 - Description of the management structure In addition to the mission of the Board and its organization rules, the charter of the Board of Directors determine the duties of the Chairperson of the Board, the Corporate Secretary, and outlines the advisory committees of the Board. In line with the best corporate governance practices, the charter establishes within the annual meeting calendar of the Board of Directors, a minimum agenda that provides for: (i) the presentation of at least one of the business or shared services units of the Company; (ii) one presentation of the macroeconomic scenario; and (iii) at least, one presentation a year on enterprise risk management (ERM) and internal controls. The Board is annually submitted to an assessment of its performance as a collective body, and performs the individual assessment of its members, of the chairperson and the Board Secretary. In addition, the independent members of the Board perform a self assessment of their independence. Such assessment processes are part of a constant improvement program of the Board of Directors’ practices. Board of Executive Officers The Board of Executive Officers of the Company, according to its Bylaws, is composed of a minimum of three members and a maximum of six members, including the CEO. All executive officers shall be individuals, whether shareholders or not, resident in the country, and elected or removed at any time by the Board of Directors for a term of office of one year, reelection being permitted. The Board of Directors may appoint one or more members from the Board of Executive Officers to the vice-president position among the financial, controllership and corporate areas. The board of executive officers is currently composed of a CEO, a vice-president and two executive officers. The vice-president is appointed Vicepresident of Controllership and Investor Relations. Besides the signature of the statements required by the Level 2 Rules, the elected executive officers take office upon a record drafted and signed in the Book of Minutes of the Board of Executive Officers Meeting, and shall remain in their offices until new elected officers take office or investiture. The executive officers of the Board of Executive Officers act as legal representatives of the Company and are responsible for the executive management of the business and implementation of general policies and guidelines established by the Board of Directors. To better performs its duties, the Board of Executive Officers relies on the following deliberative bodies of SulAmérica: (i) Executive Committee (COMEX), which examines and decides on corporate and strategic issues; (ii) Action Plan Valuation Committee (COPA), which evaluates and approves the projects proposed by the Company’s units that require investments or incur expenses in excess of the pre-established limits; and (iii) Corporate Risks Committee, which evaluates and approves risk management policies and establishes the limits to be observed in the Company’s operations, supporting the risk management strategy. The CEO is responsible for the coordination of the Board of Executive Officers activities and oversees all activities of the Company. The other executive officers are responsible for performing the duties defined by the Board of Directors and the CEO. The Investor Relations Officer, appointed by the Board of Directors, is responsible for disclosing the material acts or facts that occurred in the Company’s business, as well as take responsibility for the Company’s relationships with all market stakeholders and the regulatory and inspection authorities. Also, the Board of Executive Officers, in meeting with its members, has full powers to take resolution on any matters or business of the Company’s interests, except those provided for in the Law or in the Bylaws as exclusive competence of the Meeting of Shareholders or Board of Directors. 231 Reference Form – 2014 – SUL AMERICA S/A Version: 19 12.1 - Description of the management structure Advisory Committees of the Board of Directors. Audit Committee. The Audit Committee has the duty to monitor and evaluate the activities of internal and external audits, risk and internal controls, the adequacy, transparency and technical quality of the information contained in the financial reports of the Company. It shall also promote compliance with the Code of Ethics and Compliance of the Company and advise the Board of Directors on the selection of independent auditors and the executive officer responsible for internal audit, as well as for taking the necessary measures to make sure that the Company’ businesses are guided by reliable financial controls, the operations are carried out by observing the Codes of Ethics and Compliance of the Company, and the requirements of regulation authorities, being also responsible to examine and evaluate the situations involving conflicts of interests, transactions with related parties, internal controls and operational risks. The Audit Committee is also responsible for maintaining communication channels between the management of the Company, the internal audit and the independent audit, being able to receive accusations, secret or note, internal and external to the Company, about matters related to the scope of its activities. The Audit Committee’s duties, according to the respective Charter dated April 27, 2012 are the following: (a) set the operating rules of the Audit Committee, observing the provisions of its own charter, and discuss and establish the annual timetable of its meetings;(b) monitor the activities of internal and independent audits, revising and previously approving the respective annual planning; (c) evaluate the implementation or justification for the non-implementation by the Company’s management, of the recommendations made by the independent or internal auditors; (d) monitor the Company’s processes of identification and control by the management of the main business, financial and regulation risks; (e) monitor the transparency of the information contained in the financial reports of the Company, particularly regarding its integrity and technical quality; (f) periodically revise and monitor the fulfillment of the Codes of Ethics and Compliance of the Company; (g) recommend the correction or improvement of policies, practices and procedures identified in the scope of its duties; (h) assess the performance of the Audit Committee itself, considering the effectiveness of its meetings and its operations, and the compliance with the charter; (i) opine on the employment or removal of the independent auditor for performing the independent external audit or any other service; (j) oversee the activities (i) of independent auditors, to evaluate their independence, the quality of the provided services, and the adequacy of the provided services to the needs of the Company and the annual planning of the external audit works; (ii) of the internal controls area of the Company; (iii) of the internal audit area of the Company, including evaluate the appointments made to occupy the position of executive officer responsible for the internal audit of the Company and assess, on recommendation of the Board of Directors, the performance of the executive officer responsible for internal audit; (iv) of the area of preparation of the financial statements of the Company; (k) monitor the quality and integrity of internal controls mechanisms, of the quarterly information, interim statements and financial statements of the Company and of the information and measurements disclosed based on adjusted accounting and nonaccounting data that add elements not provided for in the structure of usual reports on the financial statements; (l) assess and monitor the risk exposures of the Company, also being able to require detailed information on the policies and procedures related to the management compensation, the use of the Company’s assets and the expenses incurred by the Company; (m) evaluate and monitor, together with the management and the internal audit area, the adequacy of the transactions with related parties made by the Company and its respective evidences; and (n) prepare an annual summary report, to be presented together with the financial statements, containing the description of its activities, the results and conclusions arrived at, and the recommendations made and any situation in which there is significant divergence between the Company’s management, the independent auditors and the Audit Committee in relation to the financial statements of the Company. 232 Reference Form – 2014 – SUL AMERICA S/A Version: 19 12.1 - Description of the management structure The Committee Coordinator is also responsible for: (a) Chairing the Committee’s meetings;(b) promote the fulfillment of standards and its charter; and (c) Submit to the Board of Directors the analyses, opinions and reports prepared in the scope of the Committee. Investment Committee. The Investment Committee is responsible for (i) evaluating and revising the guidance on the investment policy of the Company, (ii)monitor the income from the investments of the proprietary portfolio of the Company (iii) evaluate the scenario and the trends in the financial market to base its investment decisions, and (iv) verify the compliance of the investment portfolio of the Company with the investment guidance provided by the Board of Directors, in line with the best practices of risk control in the investment management. Compensation Committee. The Compensation Committee is responsible for assisting the Board of Directors in defining policies on compensation of the Company’s management members, keeping constantly updated as to compensation practices adopted by the market, and to review and monitor the assessment of the performance of management members. The Compensation Committee is responsible for proposing a compensation compatible with the best practices observed in the market where the Company operates for the members of the Board of Directors, board of executive officers, fiscal council, and advisory committees of the Board of Directors, whether statutory or non-statutory of the Company. Such committee may also set the compensation of such people, when delegated by the Board of Directors. Disclosure and Governance Committee. The Disclosure and Governance Committee’s duties are (a) to monitor and oversee the provisions of the Policy on Disclosure of Material Act or Facts and Securities Trading; (b) monitor and oversee the obligations set out in Level 2 Rules, adopted by the Company; (c) permanently evaluate the Disclosure and Trading Policy, and recommend its update, as deemed necessary; (d) recommend actions for the wide disclosure of the Policy among the management members, technical and advisory body members, as well as among individuals who, in view of their positions, have access to inside information; (e) assure the adherence to the Policy by all people who have or may have knowledge of Material Act or Fact, under the terms of the applicable legislation, periodically receiving an updated list of such persons; (d) follow the ownership of securities by the management members of the Company and its subsidiaries, and the transactions made with such securities, receiving a copy of the information monthly provided to the CVM and BM&FBovespa S.A. – Bolsa de Valores, Mercadorias e Futuro (BM&FBovespa) with such objective. Sustainability Committee. The Sustainability Committee has the main duties of (a) preparing and monitoring the implementation of the sustainability policy of the Company and its respective programs, (b) advise the Board of Directors and assist the other stakeholders in matters related to corporate sustainability; (c) prepare and propose the sustainability strategy of the Company; (d) recommend and monitor the performance of the sustainability strategy implementation activities of the Company; (e) perform the revision of the Sustainability Policy of the Company, according the need of reformulation of the principles to reflect the expectations of stakeholders and the challenges of the society; and (f) verify the fulfillment and development of the guidelines contained in the Sustainability Policy of the Company. 233 Reference Form – 2014 – SUL AMERICA S/A Version: 19 12.1 - Description of the management structure Fiscal Council. The Company’s Fiscal Council is not permanent and shall only be installed upon request of the shareholders according to the applicable legislation, and shall be composed of three to five effective members and an equal number of alternates, who may be shareholders or not, elected at the same Shareholders’ Meeting when its operation is requested. The investiture of Fiscal Council members is conditioned to the signature of the Instrument of Agreement of the Fiscal Council Members mentioned in the Level 2 Rules, as well as the fulfillment of the applicable legal requirements. The duties of the Fiscal Council are those set out by Law 6,404/76, as amended by Law 10,303/01. B. Fiscal Council’s installation date, if it is not permanent, and setting up of committees. The advisory committees of the Board of Directors were created on the following dates: the Compensation Committee on October 25, 2000; the Audit and Investment Committees on June 14, 2002, the Disclosure and Governance Committee on May 08, 2008; and the Sustainability Committee on March 9, 2009, having started to report to the Board of Directors on February 23, 2011. Currently, the Fiscal Council is not installed. C. Performance assessment mechanisms of each body or committee. The mechanism for assessing the performance of the Board of Executive Officers and Board of Directors of the Company is based on financial and operating performance ratios as well as on satisfaction indexes of the main stakeholders and sustainability goals. Moreover, each year, the members of the Board of Directors of the Company participate in a process of assessment of their own performance and the body as collective, identifying and proposing actions that significantly contribute to the improvement of performance of the Board of Directors, addressing issues related to the performance and interaction of advisory committees. The members of the Board of Executive Officers of the Company are annually assessed by the Board of Directors or Compensation Committee based on the targets set in management contracts, aligned with the strategies of the Company. The Company does not perform any performance assessment of the Committees. For further information, see item 13 of this Reference Form. D. In relation to the Board of Executive Officers members, their individual duties and powers. The Board of Executive Officers is composed of a minimum of three and a maximum of six members, one of which being the CEO, provided that the role of Vice President is appointed to one or more members among the financial, controllership and corporate areas. The Board of Executive Officers, when in board meeting of its members, has full powers to resolve any issues or business of interest of the Company, except as provided by Law or in the Bylaws as exclusive competence of the Shareholders’ Meeting or the Board of Directors. The Company is represented (I) individually by the Chief Executive Officer, (ii) jointly by any two of other members of the Board of Executive Officers, or also (iii) by an Officer and a proxy legally appointed and with powers for this purpose. The CEO is responsible for coordinating the activities of the Board of Executive Officers and supervising all the activities of the Company. 234 Reference Form – 2014 – SUL AMERICA S/A Version: 19 12.1 - Description of the management structure The Corporate and Investor Relations Vice President (Officer) is responsible for, among other duties, that may be conferred on, managing the Company’s Policy on Material Act or and Securities Trading, as well as to care for the Company’s relationship with all market stakeholders and regulatory and inspection entities, being responsible for all information provided to the CVM and BM&FBovespa. The Financial Vice President (Officer) is responsible for managing the financial, controllership, treasury, accounting and legal areas, as well as the areas of risk and compliance of the Company. Finally, the executive officers with no specific appointment are responsible for ensuring the fulfillment of the accounting and tax rules, as well as coordinating the development and follow-up of the financial budget and coordinating the preparation of managerial reports. The current person in charge of assigning the duties to the member of the Board of Executive Officers is the CEO of the Company, in compliance with the provisions of the sole paragraph of article 18 of the Bylaws. E. Mechanisms for assessing the performance of the members of the Board of Directors, Committees and Board of Executive Officers . The members of the Board of Executive Officers of the Company are annually assessed by the Board of Directors or the Compensation Committee based on the fulfillment of targets established in the management agreements, in alignment with the Company’s strategy. Furthermore, each year, the members of the Board of Directors of the Company, participate in a process of assessment of own performance, as provided in item 12.1, “c”, of this Reference Form. The Company does not assess the performance of Committee members. For further information, see item 13 of this Reference Form. 235 Reference Form – 2014 – SUL AMERICA S/A Version: 19 12.2 - Rules, policies and practices related to shareholders’ meetings A. Call periods. The Shareholders’ Meetings of the Company are called at least fifteen days in advance, in first call notice, and eight days in advance, in case of second call notice. B. Powers. Shareholders’ Meetings have powers to take resolution on the matters defined under the terms of Law 6,404/76 and Level 2 Rules of Corporate Governance. C. Addresses (physical or electronic) in which the documents related to the Annual shareholders’ Meeting will be available to shareholders for analysis purposes. All documents prepared to organize the Shareholders’ Meeting and assist the participation of shareholders at the event, including the shareholders’ instruction guide, are available in the Company’s headquarters at Rua Beatriz Larragoti Lucas 121 parte, Cidade Nova, Rio de Janeiro, RJ, and may also be viewed on the internet, on the website of the Company (www.sulamerica.com.br/ir, clicking on “Corporate Governance”, submenu “Meetings”), CVM (www.cvm.gov.br, clicking on “Market PlayersPublic Company – ”ITR, DFP, IAN, IPE and other information”, filling out the field with part of the Company’s name or the CNPJ number, after consultation, click on the name of the Company “Sul América S.A.” and click on “Meeting” in the page that will be displayed) and BM&FBovespa’s (www.bovespa.com.br, clicking on the menu “Markets” – ”Shares” – ”Companies” – ”Listed Companies” – type the Company’s name, click on the tag “Material Information”, select the item “Meeting”). D. Identification and management of conflicts of interests. The Company applies for cases of conflict of interest in meetings decisions the rule of article 115 of Law 6,404/76. In addition, the Board of Directors of the Company approved, on February 23, 2011, the Policy on Transactions with Related Parties and other situations that involve conflicts of interest, providing for measures that the Company shall adopt to prevent or deal with conflicts of interest. E. Request for proxies by management for exercising voting right. The Company has not established rules, policies or practices, for the request of proxies by the management for the exercise of voting right in Shareholders’ Meetings. F. Formalities required for acceptance of proxy instruments appointed by shareholders, pointing out whether the issuer accepts proxies appointed by shareholders by electronic means. In order to appoint proxies for the Shareholders’ Meetings, the shareholder must observe that according to legal requirement (article 126, paragraph 1 of Law 6,404/76) the proxy instrument shall be less than one year and the proxy must be a shareholder or the Company’s management members, attorney or financial institution. The proxy must be notarized. The proxies appointed outside Brazil must be notarized by a Certified Public Notary, signed by a Brazilian consulate, and translated into Portuguese by a Sworn Translator. 236 Reference Form – 2014 – SUL AMERICA S/A Version: 19 12.2 - Rules, policies and practices related to shareholders’ meetings The Company clarifies that it does not accept proxies appointed by electronic means. All necessary formalities for the acceptance of proxies by the Company are informed to the shareholder through call notices of meetings, as well as in the shareholders’ guide to Shareholders’ Meeting, usually made available by the Company on its website (www.sulamerica.com.br/ir, clicking on "Corporate Governance", submenu "Meeting”), as well as on the pages of the CVM (www.cvm.gov.br, clicking on "Market Players-Public Companies– "ITR, DFP, IAN, IPE and other information", filling out the field with part of the Company’s name or the CNPJ number, after the consultation, click on the name of the Company "Sul América S.A." and click on "Meeting" on the displayed page) and BM&FBovespa (www.bovespa.com.br, clicking on the menu "Markets" – "Shares" – "Companies" – "Listed Companies" – type the name of the Company, click on the tag "Relevant Information", select the item "Meeting"). G. Maintenance of forums and websites on the Internet designed to receive and share comments from the shareholders on the meetings’ agenda. In the Company’s investors relations website (www.sulamerica,com.br/ir), in the “Corporate Governance”, “Management” session, is available the tool “Talk to the Board of Directors”, through which the shareholders of Sul América S.A. may send their doubts and suggestions to the Board of Directors, including regarding meeting agendas. H. Live broadcast of meetings through video and/or audio. The Company currently broadcasts live video and / or audio of its Meetings. I. Mechanisms for enabling the inclusion of proposals formulated by the shareholders, in the agenda. The Company’s Board of Directors assesses the proposals and comments received from the Company’s investors relations website, as mentioned in item “g” above. 237 Reference Form – 2014 – SUL AMERICA S/A Version: 19 12.3 – Dates and newspapers in which information required by Law 6,404/76 are published Fiscal year 12/31/2013 12/31/2012 12/31/2011 Publication Newspaper - State Dates Diário Oficial do Estado - RJ 02/27/2014 Valor Econômico - RJ 02/27/2014 Call Notice of the Annual Shareholders’ Meeting that examined the Financial Statements Diário Oficial do Estado - RJ 02/27/2014 Valor Econômico - RJ 02/27/2014 Minutes of the Annual Shareholders’ Meeting that examined the Financial Statements Diário Oficial do Estado - RJ 04/04/2014 Valor Econômico - RJ 04/04/2014 Financial Statements Diário Oficial do Estado - RJ 02/28/2013 Valor Econômico - RJ 02/28/2013 Call Notice of the Annual Shareholders’ Meeting that examined the Financial Statements Diário Oficial do Estado - RJ 03/05/2013 Valor Econômico - RJ 03/05/2013 Minutes of the Annual Shareholders’ Meeting that examined the Financial Statements Diário Oficial do Estado - RJ 05/10/2013 Valor Econômico - RJ 05/10/2013 Financial Statements Diário Oficial do Estado - RJ 02/28/2012 Valor Econômico - RJ 02/28/2012 Call Notice of the Annual Shareholders’ Meeting that examined the Financial Statements Diário Oficial do Estado - RJ 02/29/2012 Valor Econômico - RJ 02/29/2012 Minutes of the Annual Shareholders’ Meeting that examined the Financial Statements Diário Oficial do Estado - RJ 04/27/2012 Valor Econômico - RJ 04/27/2012 Financial Statements 238 Reference Form – 2014 – SUL AMERICA S/A Version: 19 12.4 - Rules, policies and practices related to the Board of Directors A. Frequency of meetings. According to article 14, paragraph three, of the Company’s Bylaws, the Board of Directors shall meet on regular basis once a quarter, and on extraordinary basis whenever called by the Chairman or two of its members. B. Provisions of the shareholders agreements setting forth restrictions or ties to the exercise of the voting rights by the Board Members. Not applicable, once the shareholders’ agreements of the Company do not provide for restriction or tie to the exercise of the voting rights of the Board members. C. Rules on identification and management of conflicts of interest. According to article 13 and the paragraphs of the Company’s Bylaws, the following are prohibited to run for election to the Board of Directors: (i) controlling shareholders in companies that may be considered competitors in the market where the Company operates; (ii) occupy positions in companies that may be considered competitors in the market where the Company operates, especially in advisory boards, board of directors and fiscal council; or (iii) have conflicting interests with the Company, except in the cases expressly approved by the Shareholders’ Meeting. Also, according to Article 13 of the Bylaws, voting in the meetings of the Board of Directors is not allowed to the Members who have conflict of interests with the Company, those in this situation are required to manifest themselves prior to the voting. The declaration about the existence of impediment of the Member who has conflict of interests with the Company shall be submitted to vote among the members attending such meeting, the impediment being declared by a majority of votes, case in which the Chair of the Board of Directors must not compute the vote casted by said Member in the matter in which the conflict exists. In addition, the Company also has the Policy on Transactions with Related Parties and other Situations Involving Conflicts of Interest, which, in addition to the rule mentioned under the paragraph above, establishes the possibility that, in case any management member fails to manifest his/her conflict of interest, the other party attending the meeting may manifest the existence of such conflict, which will be declared by the majority of the votes of the attendants to the meeting. The manifestation of conflict of interest and the subsequent abstention should be registered in the minutes of the corresponding meeting. 239 Reference Form – 2014 – SUL AMERICA S/A Version: 19 12.5 - Description of covenant on resolution of conflicts through arbitration As provided in article 47 of the Company’s Bylaws, and Section XIII of the Level 2 Listing Rules of Corporate Governance, the Company, its shareholders, members of management and Fiscal Council undertake to resolve, by means of arbitration before the Market Arbitration Chamber (under the Arbitration Rules of such Chamber), all and any dispute or controversy that may arise amongst such persons or between such persons and the Company, related to or resulting from the Level 2 Listing Rules of Corporate Governance, the Contract for Participation in the Level 2 of Corporate Governance, Sanction Rules, Covenants, particularly, about the application, validity, effectiveness, interpretation, violation, and its effects, of the provisions contained in Law 6,404/76, in the Bylaws of the Company, the rules issued by the National Monetary Council, Brazilian Central Bank and by the CVM, as well as other rules applicable to the operation of the capital markets in general. 240 Reference Form – 2014 – SUL AMERICA S/A Version: 19 12.6 / 8 – Composition and professional experience of management and fiscal council Name CPF Age Profession Management body Elected position Election date Investiture date Term of office Elected by the parent 59 Economist Member of the Board of Executive Officers only 10 – CEO / Superintendent 03/31/2014 03/31/2014 1 year No 41 Attorney Member of the Board of Executive Officers only Officer with no specific appointment 03/31/2014 03/31/2014 1 year No 56 Engineer Member of the Board of Executive Officers only 12 – Investors Relations Officer 03/31/2014 03/31/2014 1 year No 53 Accountant Member of the Board of Executive Officers only Executive officer with no specific appointment 03/31/2014 03/31/2014 1 year No 70 Attorney Member of the Board of Directors only 22 – Board of Directors (Effective) 03/31/2014 03/31/2014 1 year Yes 54 Business Administrator 59 Physician Member of the Board of Directors only 20 - Chairman of the Board of Directors 03/31/2014 03/31/2014 1 year Yes Member of the Board of Directors only 27 – Independent member of the Board of Directors (Effective) Member of the Board of Directors only 27 - Independent member of the Board of Directors (Effective) Member of the Board of Directors only 22 - Board of Directors (Effective) 03/31/2014 03/31/2014 1 year No 03/31/2014 03/31/2014 1 year No 03/31/2014 03/31/2014 1 year Yes Other positions / duties performed in the issuer Gabriel Portella Fagundes Filho 338.990.297-04 Committee Member Leila Ribeiro de Azevedo e Gregório 048.172.347-17 None Arthur Farme d’Amoed Neto 433.574.747-00 Vice-President Controllership and Investor Relations Officer/ Committee Member Laenio Pereira dos Santos 458.465.027-68 None Jorge Hilário Gouvêa Vieira 008.563.637-15 None Patrick Antonio Claude de Larragoiti Lucas 718.245.297-91 Committee Member David Lorne Levy 705.865.471-93 None Christopher John Minter 000.000.000-00 Committee Member Carlos Infante Santos de Castro 339.555.907-63 Committee Member 47 Administrator 63 Engineer 241 Reference Form – 2014 – SUL AMERICA S/A Version: 19 12.6 / 8 – Composition and professional experience of management and fiscal council Name CPF Age Profession Management body Elected position Election date Investiture date Term of office Elected by the parent Guilherme Affonso Ferreira 762.604.298-00 Committee Member Isabelle Rose Marie de Ségur Lamoignon 029.102.447-50 None 62 Engineer Member of the Board of Directors only 27 - Independent member of the Board of Directors (Effective) Member of the Board of Directors only 22 - Board of Directors (Effective) 03/31/2014 03/31/2014 1 year Yes 03/31/2014 03/31/2014 1 year Yes Pierre Claude Perrenoud 056.932.027-55 Committee Member Roberto Teixeira da Costa 007.596.358-20 Committee Member Renato Russo 041.163.508-50 79 Business Administrator 79 Economist Member of the Board of Directors only 27 - Independent member of the Board of Directors (Effective) Member of the Board of Directors only 27 - Independent member of the Board of Directors (Effective) Member of the Board of Directors only 22 - Board of Directors (Effective) 03/31/2014 03/31/2014 1 year Yes 03/31/2014 03/31/2014 1 year Yes 09/01/14 09/01/14 03/31/15 Yes Other positions / duties performed in the issuer 61 Insurance company 53 Social scientist Professional experience/Declaration of possible penalties Gabriel Portella Fagundes Filho - 338.990.297-04 CEO of Sul América S.A. and subsidiaries since April 2013. Over the past five years, he occupied the position of Vice-President Executive Officer of the Health and Dental business unit of SulAmérica, until taking office as CEO. He currently serves as Vice President of FenaSaúde - National Federation of Supplemental Health and is a board member of the IESS - Institute for Studies on Supplementary Health. He graduated with a degree in Economics and a specialization in Business Administration. He has a degree in Economics from Faculdade Cândido Mendes (RJ) with a specialization degree in Business Administration from the Pontifícia Universidade Católica of Rio de Janeiro (PUC-RJ). He has 39 years of experience in the insurance market, having been the head of several divisions in SulAmérica itself, where he served as head of Commercial area and Health, Life and Private Pension businesses, in addition to having been the Vice President of the joint venture of SulAmérica with Aetna, a US insurance company. In the past five years, Gabriel Portella Fagundes Filho: (i) has not been convicted in any criminal action, whether or not final, or received indication as to current phase of proceedings; (ii) does not have a decision rendered against him in any administrative proceedings commenced by CVM nor is subject to sanctions imposed, whether or not final, or indicatation of whether the corresponding proceedings are in appeal on the Council of Appeals of the National Financial System; and (iii) there are no decisions, final and unappealable, against him in any legal action or administrative proceedings, as a result of which he is suspended from or unable to discharge any professional or commercial activity. Leila Ribeiro de Azevedo e Gregório - 048.172.347-17 General Counsel of SulAmerica since October 2013. She joined the company in 2012, as Regulatory and Legal Affairs Superintendent, responsible for advisory and regulatory litigations, especially with regard to the ANS, SUSEP, the Brazilian Central Bank and the CVM, and also attending to key areas of the company. She is a member of the Ombudsman, Consumer Relations and Legal Affairs committees of the Brazilian Insurance Confederation (CNSeg) and a member of the Legal Committee of the FenaSaúde and National Federation of Private Pension and Life (FenaPrevi). Member of the Legal Committee of the Institute for Studies on Private Health (“Instituto de Estudos de Saúde Suplementar” in portuguese, or IESS). She graduated with a Law degree from the Pontifícia Universidade Católica of Rio de Janeiro (PUC-Rio) and LL.M. in Corporate Law from Fundação Getúlio Vargas (FGV / RJ). 242 Reference Form – 2014 – SUL AMERICA S/A Version: 19 Events occurring in the past five years: criminal convictions: none; does not have a judicial decision rendered against her in any administrative proceedings commenced by the CVM nor is subject to sanctions imposed: none; an unfavorable decision, final and unappealable, in any legal action or administrative proceedings, as a result of which she is suspended from or unable to discharge any professional or commercial activity: none. Arthur Farme d’Amoed Neto - 433.574.747-00 Vice President of Control and Investor Relations for Sul America S.A. and a member of the Board of Executive Officers since September 2000. He joined the SulAmérica group in 1987 and since 1996 has been a member of Board of Executive Officers of the companies of the group. He held the position of Marketing and Planning Director until 1998. Additionally, he was elected Officer of Corporate Finance in 1998, and also, at the same time, held the role of Officer of Investors Relations, for which he was selected in 2000. Between 2007 and 2010, he was the Vice President of Corporate and Investors Relations, and since August 2011 has been responsible for the Finance and Control areas. He is also member of the Governance and Disclosure Committee of the Company. Prior to joining the SulAmérica group, he worked at the public sector, in the real estate industry and in the areas of insurance and economic consulting, from 1980 to 1987. He graduated with a degree in Civil Engineering from the Federal University of Rio de Janeiro (UFRJ) and received a specialization in Finance from the Business Administration Institute COPPEAD of the Federal University of Rio de Janeiro (UFRJ) and in Corporative Governance from the Brazilian Capital Markets Institute (IBMEC) and in Corporate Law and Capital Markets from Fundação Getúlio Vargas (FGV). In the past five years, Arthur Farme d’Amoed Neto (i) has not been convicted in any criminal action, whether or not final, or received an indication as to current phase of proceedings; (ii) does not have decision a rendered against him in any administrative proceedings commenced by the CVM nor is subject to sanctions imposed, whether or not final, or indication of corresponding proceedings are in appeal on the Council of Appeals of the National Financial System; and (iii) there are no decisions, final and unappealable, against him in any legal action or administrative proceedings, as a result of which he is suspended from or unable to discharge any professional or commercial activity. Laenio Pereira dos Santos - 458.465.027-68 Member of Sul América S.A. Board of Executive Officers for the past five years, on which he has a seat since March 2007. He joined SulAmérica in 1981 and has served on the board of executive officers of several of the group’s companies since 1998, overseeing their accounting divisions. Mr. Santos has been a member of the Administrative and Financial Commission of CNSeg since 1998, having been elected its Vice President in 2005. In addition, he has also served on the accounting commissions of SUSEP and ANS since 2000 and 2007, respectively. He has a degree in accounting sciences from the Faculdade de Economia e Finanças do Rio de Janeiro in 1986. He also has a teaching degree in accounting from the Faculdade do Centro Educacional de Niterói (FACEN). In the past five years, Laenio Pereira dos Santos (i) has not been convicted in any criminal action, whether or not final, or received an indication as to current phase of proceedings; (ii) does not have a decision rendered against him in any administrative proceedings commenced by the CVM nor is subject to sanctions imposed, whether or not final, or indication of corresponding proceedings that are in appeal on the Council of Appeals of the National Financial System; and (iii) there are no decisions, final and unappealable, against him in any legal action or administrative proceedings, as a result of which he is suspended from or unable to discharge any professional or commercial activity. Jorge Hilário Gouvêa Vieira - 008.563.637-15 Member of the Board of Directors of Sul América S.A. for the past five years, on which he has a seat since 1996, having served on its Audit Committee from 2002 to 2012. He is currently a partner in Gouvêa Vieira Advogados and member of the Board of Directors da Boa Esperança S.A.. He was the president of the CNSeg and has been the president of FENASEG since 2010. He was the Finance Secretary for the State of Rio de Janeiro from 1987 to 1990, President of the CNSP from 1985 to 1987, member of the National Monetary Council (“Conselho Monetário Nacional” in Portuguese, or CMN) from 1985 to 1987 and from 1979 to 1981, member of the board of directors of the Rio de Janeiro Stock Exchange from 1983 to 1985, and president and executive director of the CVM from 1979 to 1981 and 1977 to 1979, respectively. He was the vice-president of the Brazilian Association of Publicly Traded Companies (“Associação Brasileira de Companhias Abertas” in portuguese, or ABRASCA) from 1981 to 1985 and member of its board of directors in 1995. He was also a member of the executive board of the Brazilian Institute of Capital Markets (“Instituto Brasileiro de Mercado de Capitais” in portuguese, or IBMEC) and of the board of directors of the following companies: Companhia Brasileira de Petróleo Ipiranga, MBR – Mineração Brasileiras Reunidas S.A.; Generali do Brasil – Companhia Nacional de Seguros; White Martins S.A.; MRS Logística S.A.; Caemi Mineração e Metalurgia S.A.; VARIG – Viação Aérea Rio Grandense; Viva-Cred and IRB-Brasil Resseguros S.A.. He has a law degree from Pontifícia Universidade Católica of Rio de Janeiro (PUC-RJ) and LL.M. from Berkeley University, California. In the past five years, Jorge Hilário Gouvêa Vieira (i) has not been convicted in any criminal action, whether or not final, or received an indication as to current phase of proceedings; (ii) does not have a decision rendered against him in any administrative proceedings commenced by the CVM nor is subject to sanctions imposed, whether or not final, or indication of corresponding proceedings that are in appeal on the Council of Appeals of the National Financial System; and (iii) there are no decisions, final and 243 Reference Form – 2014 – SUL AMERICA S/A Version: 19 unappealable, against him in any legal action or administrative proceedings, as a result of which he is suspended from or unable to discharge any professional or commercial activity. Patrick Antonio Claude de Larragoiti Lucas - 718.245.297-91 For the past five years, he has been the Chairman of the Board of Directors of Sul América S.A. and its subsidiaries and the Chairman of its Investment, Compensation and Governance and Disclosure committees. He joined Sul América S.A. in 1987, serving as CEO of the Company from 1998 to 2010 and of its subsidiaries from 1999 to 2010. He has served on the board of the Geneva Association since 1999, chairman of the board of the IESS and the first vice-president of CNSeg, having served on the board of directors of Unibanco Holding. In 1987, he worked for Compagnie Suisse de Reassurances Schweizer Ruck in Switzerland. From 1985 to 1986, he worked in the capital markets department of Chase Manhattan Bank in São Paulo and New York. He graduated in Business Administration from the Fundação Getúlio Vargas of São Paulo (FGV-SP). In the past five years, Patrick Antonio Claude de Larragoiti Lucas (i) has not been convicted in any criminal action, whether or not final, or received an indication as to current phase of proceedings; (ii) does not have a decision rendered against him in any administrative proceedings commenced by the CVM nor is subject to sanctions imposed, whether or not final, or indication of corresponding proceedings that are in appeal on the Council of Appeals of the National Financial System; and (iii) there are no decisions, final and unappealable, against him in any legal action or administrative proceedings, as a result of which he is suspended from or unable to discharge any professional or commercial activity. David Lorne Levy - 705.865.471-93 Member of the Board of Directors of Sul América S.A. since January 10, 2014. He is an independent consultant for PwC Global Health Industries, of which he was the CEO from 2005 to 2013, hired specifically to re-launch the technology program for health information. Before joining PwC, he was the CEO of Franklin Health Inc., a company he founded. Since 1983 he has been working on the development of medical and health care projects. He was the CEO of Corning Franklin Health and of Franklin Health – Personal Path Systems. He has a medical degree from McGill University, with Ph.D. in epidemiology from the same university. He is a member of the American College of Preventative Medicine, worked as professor in several institutions of the medical area in the United States and is a member of the Board of Trustees of the United Hospital Fund of New York City and of the The Atlantic Council. He meets the applicable requirements under the Level 2 Listing Rules of BM&FBovespa. In the past five years, David Lorne Levy (i) has not been convicted in any criminal action, whether or not final, or received an indication as to current phase of proceedings; (ii) does not have a decision rendered against him in any administrative proceedings commenced by the CVM nor is subject to sanctions imposed, whether or not final, or indication of corresponding proceedings that are in appeal on the Council of Appeals of the National Financial System; and (iii) there are no decisions, final and unappealable, against him in any legal action or administrative proceedings, as a result of which he is suspended from or unable to discharge any professional or commercial activity. Christopher John Minter - 000.000.000-00 Member of the Board of Directors da Sul América S.A. since January 10, 2014. In the past five years, he occupied senior positions in Deutsche Bank, especially as: Head of Private Equity, Head of Corporate Investments and Head of Corporate Development, where he managed the Bank’s and institutional and private customers’ illiquid assets portfolios through 2012, when he became in charge of the management of the main investment portfolio and the acquisitions and strategic and financial divestments of the Swiss Re group, of which he is a member. From 1993 to 2001 he worked for PricewaterhouseCoopers in Prague and Zurich, where he advised international clients in an array of transactions. A British citizen, he started his carrier in Grand Thornton in London. He meets the independence requirements under the Level 2 Listing Rules of BM&FBovespa. He has LL.M. from University of Cambridge and is a member of the Institute of Chartered Accountants in England and Wales. In the past five years, Christopher John Minter (i) has not been convicted in any criminal action, whether or not final, or received an indication as to current phase of proceedings; (ii) does not have a decision rendered against him in any administrative proceedings commenced by the CVM nor is subject to sanctions imposed, whether or not final, or indication of corresponding proceedings that are in appeal on the Council of Appeals of the National Financial System; and (iii) there are no decisions, final and unappealable, against him in any legal action or administrative proceedings, as a result of which he is suspended from or unable to discharge any professional or commercial activity. Carlos Infante Santos de Castro - 339.555.907-63 244 Reference Form – 2014 – SUL AMERICA S/A Version: 19 Member of the Board of Directors of Sul América S.A. in the past five years, where he has served since 2006, and member of its Investment Committee since 2002. He is a member of the Board of Directors da Sul América Capitalização S.A. – Sulacap and of Caixa Capitalização. He was the corporate vice president and financial vice president financial, as well as vice president and member of the board of directors of several operating subsidiaries of SulAmérica in the property and casualty insurance, health insurance, private pension, investments, life insurance and saving bonds areas. He was the CEO of GTE-Multitel and executive officer for new businesses in the Cataguazes-Leopoldina Group in Rio de Janeiro. He graduated in Electrical Engineering from the Pontifícia Universidade Católica of Rio de Janeiro (PUC-RJ), MBA and Master of Sciences in Industrial Engineering from the University of Stanford, United States. In the past five years, Carlos Infante Santos de Castro (i) has not been convicted in any criminal action, whether or not final, or received an indication as to current phase of proceedings; (ii) does not have a decision rendered against him in any administrative proceedings commenced by the CVM nor is subject to sanctions imposed, whether or not final, or indication of corresponding proceedings that are in appeal on the Council of Appeals of the National Financial System; and (iii) there are no decisions, final and unappealable, against him in any legal action or administrative proceedings, as a result of which he is suspended from or unable to discharge any professional or commercial activity. Guilherme Affonso Ferreira - 762.604.298-00 Member of the Board of Directors of Sul América S.A. since March 2010 and of its Compensation Committee since November 2010. He has been the CEO of Bahema Participações S.A. since 1975. He is currently a member of the board of directors of a mining and construction materials manufacturing company, Eternit S.A., of a company of the textiles sector, Tavex Brasil S.A., of Companhia Brasileira de Distribuição (Pão de Açúcar group), Valid S.A., Ideiasnet S.A., and Arezzo S.A. He is also a consulting member of the asset managing company, Rio Bravo Investimentos S.A. DTVM and of the investment bank, Signatura Lazard Assessoria Financeira Ltda.. He is also a trustee of philanthropic institutions, such as Instituto de Cidadania Empresarial, Lar Escola São Francisco, Sociedade Harmonia de Tênis, Associação Esporte Solidário and Instituto Ortopédico de Campinas. In the past five years, he sat on the board of directors of Unibanco Holding, Submarino S.A., Santista Têxtil, Unibanco - União de Bancos Brasileiros S.A., B2W, and Avipal. He graduated in Production Engineering from Escola Politécnica of Universidade de São Paulo (USP) and also studied Economics and Politics in Macalester College. He meets the independence requirements set forth under the Level 2 Rules of Differentiated Corporate Governance Practices of BM&FBovespa S.A. – Bolsa de Valores, Mercadorias e Futuros. In the past five years, Guilherme Affonso Ferreira (i) has not been convicted in any criminal action, whether or not final, or received an indication as to current phase of proceedings; (ii) does not have a decision rendered against him in any administrative proceedings commenced by the CVM nor is subject to sanctions imposed, whether or not final, or indication of corresponding proceedings that are in appeal on the Council of Appeals of the National Financial System; and (iii) there are no decisions, final and unappealable, against him in any legal action or administrative proceedings, as a result of which he is suspended from or unable to discharge any professional or commercial activity. Isabelle Rose Marie de Ségur Lamoignon - 029.102.447-50 Member of the Board of Directors of Sul América S.A. in the past five years, on which she has served since 1993. She was an executive officer of Sulasa Participações S.A. since 1993 and as a member of the Board of Directors of Sul América Capitalização S.A. – Sulacap since 2002. She sat on the Board of Directors of Sul América S.A.’s subsidiaries from 2005 through 2009. She was a member of the Strategy Committee from 1998 to 2002, having attended from 1993 to 1994 the Management Development Program (“PDG”) in Rio de Janeiro. In the past five years, Isabelle Rose Marie de Ségur Lamoignon (i) has not been convicted in any criminal action, whether or not final, or received an indication as to current phase of proceedings; (ii) does not have a decision rendered against him in any administrative proceedings commenced by the CVM nor is subject to sanctions imposed, whether or not final, or indication of corresponding proceedings that are in appeal on the Council of Appeals of the National Financial System; and (iii) there are no decisions, final and unappealable, against him in any legal action or administrative proceedings, as a result of which he is suspended from or unable to discharge any professional or commercial activity. Pierre Claude Perrenoud - 056.932.027-55 Member of the Board of Directors of Sul América S.A. in the past five years, on which he has served since 2000. From 1960 to 1990, he occupied several positions in Swiss Re and was responsible for its operations in Latin America and other countries. He is graduated in Business Administration from Neuchatel Business School, Switzerland, and in Hispanic 245 Reference Form – 2014 – SUL AMERICA S/A Version: 19 Studies from the University of Madrid. He meets the independence requirements set forth in the Level 2 Rules of Differentiated Corporate Governance Practices of BM&FBovespa S.A. In the past five years, Pierre Claude Perrenoud (i) has not been convicted in any criminal action, whether or not final, or received an indication as to current phase of proceedings; (ii) does not have a decision rendered against him in any administrative proceedings commenced by the CVM nor is subject to sanctions imposed, whether or not final, or indication of corresponding proceedings that are in appeal on the Council of Appeals of the National Financial System; and (iii) there are no decisions, final and unappealable, against him in any legal action or administrative proceedings, as a result of which he is suspended from or unable to discharge any professional or commercial activity. Roberto Teixeira da Costa - 007.596.358-20 Member of the Board of Directors of Sul América S.A. in the past five years, on which he has served since 1999, and member of the Compensation Committee since 2002 and of the Governance and Disclosure Committee since 2008, besides being a member of the Sustainability Committee since 2011, and the Investment Committee since 2014. He was member of the Audit Committee of the Company from 2008 to 2010. He was the international chairman of the Latin America Business Board (CEAL) from 1998 to 2000 and the first chairman of the CVM. He acted as trustee in the International Accounting Standards Committee Foundation (IASCF) from its creation in 2001 to 2007. He was a member of the board of directors of the Bunge Alimentos and of the Inter-American Dialogue in Washington, D.C., on which advisory board he currently serves. He is president of the BM&FBovespa Arbitration Chamber, member of the board of directors of BNDESPAR – BNDES Participações S.A. and member of the advisory boards of HVS – Consultoria e Participações, Companhia Brasileira de Distribuição (Pão de Açúcar) and Banco Latinoamericano de Exportaciones S.A.. He is a member of the board of trustees of Fundação Padre Anchieta. He is the founding partner and board member of the Brazilian Center for International Relations (CEBRI) and a member of the International Scenario Analysis Group (GACINT) of Universidade of São Paulo (USP). He meets the independence requirements set forth in Level 2 Rules of Differentiated Corporate Governance Practices of BM&FBovespa. He graduated in Economics from the Universidade Federal do Rio de Janeiro (UFRJ). In the past five years, Roberto Teixeira da Costa (i) has not been convicted in any criminal action, whether or not final, or received an indication as to current phase of proceedings; (ii) does not have a decision rendered against him in any administrative proceedings commenced by the CVM nor is subject to sanctions imposed, whether or not final, or indication of corresponding proceedings that are in appeal on the Council of Appeals of the National Financial System; and (iii) there are no decisions, final and unappealable, against him in any legal action or administrative proceedings, as a result of which he is suspended from or unable to discharge any professional or commercial activity. Renato Russo - 041.163.508-50 Renato Russo is a member of the Board of Directors of Sul América S.A. since September 2014. He has considerable expertise in the banking and insurance markets and took on many positions of leadership in the trade associations of such markets. He has been with SulAmérica for 23 years, where he worked in many positions, including as Risk Manager of Banco Sul América, General Executive Officer of Sul América Investimentos and Vice-President of the Health and Private Pension business unit. Before that, Mr. Russo was the Administrative Manager of mutual funds of Banco Crefisul, from 1984 to 1989. Currently, he is a partner of R2DM Liderança e Gestão Organizacional. Mr. Russo hasa degree in Social Sciences from USP (1981-1985), in São Paulo, obtained a Certificate in the Advanced Management Program of Wharton Business School (2001) and MBA in Administration with concentration on strategy from INSPER, in São Paulo (2007-2010). 246 Reference Form – 2014 – SUL AMERICA S/A Version: 19 12.7 – Composition of statutory committees and audit, financial and compensation committees Name CPF Other positions / duties performed in the issuer Carlos Infante Santos de Castro 339.555.907-63 Member of the Board of Directors Committee type Description of other committees Occupied position Description of other occupied position Profession Age Penalties Audit Committee Professional Experience / Declaration of possible penalties Committee Member (Effective) Engineer 03/31/2014 1 year 63 03/31/2014 Member of the Board of Directors of Sul América S.A. in the past five years, on which he has served since 2006, and a member of the Investment Committee since 2002. He is currently a member of the Board of Directors da Sul América Capitalização S.A. – Sulacap and of Caixa Capitalização. He has been the corporate vice president and financial vice president, as well as vice president and member of board of directors in several operating subsidiaries of SulAmérica in the property and casualty insurance, health insurance, private pension, investments, life insurance and saving bonds areas. He was the CEO of GTE-Multitel and executive officer for new businesses in the Cataguazes-Leopoldina Group in Rio de Janeiro. He has a degree in Electrical Engineering from the Pontifícia Universidade Católica of Rio de Janeiro (PUC-RJ), MBA and Master of Sciences in Industrial Engineering from the University of Stanford, United States. President of the Committee Economist 03/31/2014 1 year 72 03/31/2014 Member of the Audit Committee of Sul América S.A. since 2010, he was the Vice President Corporate Executive Officer of SulAmérica Seguros from 1998 to 2003. He was the partner in charge of the Arthur Andersen Audititoria e Consultoria in Rio de Janeiro from 1967 to 1998. He is an advisor for the Audit Committee of MMX Mineração e Metálicos and member of the Advisory Board of IBEU. He has a degree in Economic Sciences from the Universidade do Estado do Rio de Janeiro and in Accounting Sciences from the Universidade Gama Filho, with a post-graduation degree in Capital Markets from Fundação Getúlio Vargas. Committee Member (Effective) Administrator 03/31/2014 1 year 47 03/31/2014 Member of the Board of Directors da Sul América S.A. since January 10, 2014, he is responsible for managing the main investment portfolio and the acquisitions and strategic and financial divestments of the Swiss Re group. Before joining such group, between 2001 and 2002, he occupied many senior positions in Deutsche Bank, especially as Head of Private Equity, Head of Corporate Investments and Head of Corporate Development. In these positions, he managed the illiquid assets portfolios of the Bank and corporate and private customers through 2012. From 1993 to 2001 he worked for PricewaterhouseCoopers in Prague and Zurich, where he advised international clients in an array of transactions. A British citizen, he started his carrier in Grand Thornton in London. He meets the independence requirements set forth in Level 2 Rules of BM&FBovespa. He has a LL.M. from University of Cambridge and is a member of the Institute of Chartered Accountants in England and Wales). Committee Member (Effective) Business 03/31/2014 1 year Administrator 36 03/31/2014 Member of the Audit Committee of Sul América S.A since 2010. Since 2008 he is senior analyst in Rio Bravo Investimentos, and from April 2007 to April 2008 he was an Executive Officer of Banco Pactual S.A. He occupied a position of manager in Unibanco - União de Bancos Brasileiros S.A. from August 2005 to April 2007. He has a degree in Business Administration from Fundação Getúlio Vargas (2003) with specialization course in administration from Fundação Getúlio Vargas, completed in December 2006. Carlos José da Silva Azevedo 041.144.347-04 None Audit Committee Christopher John Minter 000.000.000-00 Member of the Board of Directors Audit Committee Jorge Augusto Hirs Saab Audit Committee 294.669.798-33 None Election date Investiture date Term of office 247 Reference Form – 2014 – SUL AMERICA S/A Version: 19 248 Reference Form – 2014 – SUL AMERICA S/A Pierre Claude Perrenoud 056.932.027-55 Member of the Board of Directors Version: 19 Audit Committee Committee Member (Effective) Administrator 03/31/2014 1 year 78 03/31/2014 Member of the Board of Directors of Sul América S.A. since 2000, in 2012 he was elected member of the Audit Committee. From 1960 to 1990, he occupied several positions in Swiss Re and was responsible for its operations in Latin America and other countries. He is currently a member of the board of directors of captive insurers and reinsurers in several countries. He has a degree in Business Administration from Neuchatel Business School, Switzerland, and in Hispanic Studies from the University of Madrid. He meets the independence requirements set forth in the Level 2 Rules of Differentiated Corporate Governance Practices of BM&FBovespa S.A. 12.7 – Composition of statutory committees and audit, financial and compensation committees Name CPF Other positions / duties performed in the issuer Type of committee Description of other committees Guilherme Affonso Ferreira 762.604.298-00 Member of the Board of Directors Luiz Fernando Sanzogo Giorgi 064.116.138-77 Compensation committee Compensation committee Patrick Antonio Claude de Larragoiti Lucas 718.245.297-91 Chairman of the Board of Directors Roberto Teixeira da Costa 007.596.358-20 Member of the Board of Directors Álvaro Augusto de Freitas Almeida 415.404.920-87 None Arthur Farme d'Amoed Neto 433.574.747-00 Vice-President Controllership and Investors Relations Officer Occupied position Profession Election date Description of other occupied positions Age Investiture date Professional Experience / Declaration of possible penalties Committee Member (Effective) Penalties Term of office Engineer 62 03/31/2014 03/31/2014 1 year Committee Member (Effective) Administrator 49 03/31/2014 03/31/2014 1 year Compensation committee Chairman of the Committee Business Administrator 54 03/31/2014 1 year Compensation committee Committee Member (Effective) Economist 79 03/31/2014 03/31/2014 1 year Other Committees Sustainability Committee Other Committees Sustainability Committee Committee Member (Effective) Journalist 49 03/31/2014 03/31/2014 1 year Committee Member (Effective) Engineer 56 03/31/2014 03/31/2014 1 year 03/31/2014 249 Reference Form – 2014 – SUL AMERICA S/A Version: 19 12.7 - Composition of statutory committees and audit, financial and compensation committees Name CPF Other positions / duties performed in the issuer Arthur Farme d’Amoed Neto 433.574.747-00 Committee type Description of other committees Other Committees Governance and Disclosure Committee Vice-President Controllership and Investors Relations Officer Carlos Infante Santos de Castro Other Committees 339.555.907-63 Investment Member of the Board of Directors Committee Christopher John Minter Other Committees 000.000.000-00 Governance and Member of the Board of Directors Disclosure Committee Domingos Carelli Netto Other Committees 039.286.408-87 Investment None Committee Gabriel Portella Fagundes Filho Other Committees 338.990.297-04 Sustainability Chief Executive Officer Committee Gabriel Portella Fagundes Filho Other Committees 338.990.297-04 Governance and Chief Executive Officer Disclosure Committee Marco Antônio Antunes da Silva Other Committees 045.965.588-41 Sustainability Committee Patrícia Quirico Coimbra Other Committees 942.767.907-78 Sustainability Committee Position held Description of other positions held Profession Age Professional Experience / Declaration of possible penalties Committee Member (Effective) Penalties Election date Investiture date Term of office Engineer 56 03/31/2014 03/31/2014 1 year Committee Member (Effective) Engineer 63 03/31/2014 03/31/2014 1 year Committee Member (Effective) Administrator 47 03/31/2014 03/31/2014 1 year Committee Member (Effective) Engineer 70 03/31/2014 03/31/2014 1 year Chairman of the Committee Economist 59 03/31/2014 03/31/2014 1 year Committee Member (Effective) Economist 59 03/31/2014 03/31/2014 1 year Committee Member (Effective) Administrator 50 03/31/2014 03/31/2014 1 year Committee Member (Effective) Economist 45 03/31/2014 03/31/2014 1 year 250 Reference Form – 2014 – SUL AMERICA S/A Version: 19 12.7 - Composition of statutory committees and audit, financial and compensation committees Name CPF Committee type Description of other committees Other positions / duties performed in the issuer Patrick Antonio Claude de Larragoiti Lucas 718.245.297-91 Chairman of the Board of Directors Patrick Antonio Claude de Larragoiti Lucas 718.245.297-91 Chairman of the Board of Directors Renato Bueno Terzi 137.781.828-46 Roberto Teixeira da Costa 007.596.358-20 Member of the Board of Directors Roberto Teixeira da Costa 007.596.358-20 Member of the Board of Directors Roberto Teixeira da Costa 007.596.358-20 Member of the Board of Directors Other Committees Position held Description of other positions held Profession Age Professional Experience / Declaration of possible penalties Chairman of the Committee Penalties Investment Committee Other Committees Governance and Disclosure Committee Other Committees Sustainability Committee Other Committees Governance and Disclosure Committee Other Committees Sustainability Committee Other Committees Investment Committee Chairman of the Committee Election date Investiture date Business Administrator 54 03/31/2014 Business Administrator 54 03/31/2014 Term of office 1 year 03/31/2014 1 year 03/31/2014 Committee Member (Effective) Engineer 44 03/31/2014 03/31/2014 1 year Committee Member (Effective) Economist 79 03/31/2014 03/31/2014 1 year Committee Member (Effective) Economist 79 03/31/2014 03/31/2014 1 year Committee Member (Effective) Economist 79 03/31/2014 03/31/2014 1 year 251 Reference Form – 2014 – SUL AMERICA S/A Version: 19 12.9 - Existing conjugal relationship, common-law marriage or relatives up to once removed related to the management members of the issuer, subsidiaries and parent companies CPF Business name of the issuer, subsidiary or parent company CNPJ 718.245.297-91 Sul América S.A. 29.978.814/0001-87 438.807.387-34 Sulasa Participações S.A. 73.828.899/0001-09 Management member of the issuer or subsidiary Patrick Antonio Claude de Larragoiti Lucas Chairman of the Board of Directors of Sul América S.A. Member of the Board of Executive Officers of Sul América S.A. Member of the indirect parent company of Sul América S.A., Sulasa Participações S.A. Related person Chantal de Larragoiti Lucas Shareholder Note 718.245.297-91 Sul América S.A. 29.978.814/0001-87 606.836.517-49 Sulasa Participações S.A. 73.828.899/0001-09 Management member of the issuer or subsidiary Isabelle Rose Marie de Ségur Lamoignon Member of the Board of Directors of Sul América S.A. Member of the Board of Executive Officers of the indirect parent company of Sul América S.A., Sulasa Participações S.A. 029.102.447-50 Sul América S.A. 29.978.814/0001-87 Name Position/Duty Management member of the issuer or subsidiary Patrick Antonio Claude de Larragoiti Lucas Chairman of the Board of Directors of Sul América S.A. Member of the Board of Executive Officers of the indirect parent company of Sul América S.A., Sulasa Participações S.A. Related person Christiane Claude de Larragoiti Lucas Shareholder Note Kinship with the management member of the issuer or subsidiary Brother or Sister (1st degree of consanguinity) Brother or Sister (1st degree of consanguinity) Brother or Sister (1st degree of consanguinity) 252 Reference Form – 2014 – SUL AMERICA S/A Related person Sophie Marie Antoinette de Ségur Shareholder Note Version: 19 029.102.487-47 Sulasa Participações S.A. 73.828.899/0001-09 12.10 - Relationships of subordination, service provision or control between management members and subsidiaries, parent companies, and others Name Position/Duty CPF/CNPJ Type of relationship of the management member with the related person Type of related person 339.555.907-63 Control Direct parent company Control Indirect subsidiary Control Indirect subsidiary Fiscal year December 31, 2013 Management member of the Issuer Carlos Infante Santos de Castro Member of the Board of Directors Related person Sulasapar Participações S.A. Member of the Board of Directors Note 03.759.567/0001-34 Management member of the Issuer Carlos Infante Santos de Castro Member of the Board of Directors 339.555.907-63 Related person Sul América Companhia Nacional de Seguros Member of the Board of Directors Note 33.041.062/0001-09 Management member of the Issuer Carlos Infante Santos de Castro Member of the Board of Directors Related person Sul América Seguro de Pessoas e Previdência S.A. Member of the Board of Directors Note 339.555.907-63 01.704.513/0001-46 253 Reference Form – 2014 – SUL AMERICA S/A Version: 19 12.10 - Relationships of subordination, service provision or control between management members and subsidiaries, parent companies, and others Management member of the Issuer Carlos Infante Santos de Castro Member of the Board of Directors Related person Sul América Companhia Seguro Saúde Member of the Board of Directors Note Management member of the Issuer Carlos Infante Santos de Castro Member of the Board of Directors Related person Sul América Investimentos Distribuidora de Títulos e Valores Imobiliários S.A. Member of the Board of Directors Note Management member of the Issuer Carlos Infante Santos de Castro Member of the Board of Directors Related person Sul América Saúde Companhia de Seguros Member of the Board of Directors Note Management member of the Issuer Carlos Infante Santos de Castro Member of the Board of Directors Related person Sul América Odontológico S.A. Member of the Board of Directors Note 339.555.907-63 Control Indirect subsidiary Control Indirect subsidiary Control Indirect subsidiary Control Indirect subsidiary 01.685.053/0001-56 339.555.907-63 32.206.435/0001-83 339.555.907-63 60.831.427/0001-63 339.555.907-63 11.973.134/0001-05 254 Reference Form – 2014 – SUL AMERICA S/A Version: 19 12.10 - Relationships of subordination, service provision or control between management members and subsidiaries, parent companies, and others Name Position/Duty Management member of the Issuer Isabelle Rose Marie de Ségur Lamoignon Member of the Board of Directors Related person Sulasapar Participações S.A. Member of the Board of Directors Note Management member of the Issuer Patrick Antonio Claude de Larragoiti Lucas Chairman of the Board of Directors Related person Sulasapar Participações S.A. Chairman of the Board of Directors Note CPF/CNPJ Type of relationship of the management member with the related person Type of related person 029.102.447-50 Control Direct parent company Control Direct parent company Control Indirect subsidiary 03.759.567/0001-34 718.245.297-91 03.759.567/0001-34 Management member of the Issuer Carlos Infante Santos de Castro Member of the Board of Directors 339.555.907-63 Related person Sul América Capitalização S.A. - Sulacap CEO of the Board of Executive Officers Note 03.558.096/0001-04 255 Reference Form – 2014 – SUL AMERICA S/A Version: 19 12.10 - Relationships of subordination, service provision or control between management members and subsidiaries, parent companies, and others Name Position/Duty CPF/CNPJ Type of relationship of the management member with the related person Type of related person Management member of the Issuer Patrick Antonio Claude de Larragoiti Lucas Chairman of the Board of Directors Related person Sul América Companhia Nacional de Seguros Chairman of the Board of Directors Note 718.245.297-91 Control Indirect subsidiary Management member of the Issuer Patrick Antonio Claude de Larragoiti Lucas Chairman of the Board of Directors 718.245.297-91 Control Indirect subsidiary Control Indirect subsidiary Related person Sul América Seguros de Pessoas e Previdência S.A. Chairman of the Board of Directors Note Management member of the Issuer Patrick Antonio Claude de Larragoiti Lucas Chairman of the Board of Directors Related person Sul América Companhia de Seguro Saúde Chairman of the Board of Directors Note 33.041.062/0001-09 01.704.513/0001-46 718.245.297-91 01.685.053/0001-56 256 Reference Form – 2014 – SUL AMERICA S/A Version: 19 12.10 - Relationships of subordination, service provision or control between management members and subsidiaries, parent companies, and others Name Position/Duty Management member of the Issuer Patrick Antonio Claude de Larragoiti Lucas Chairman of the Board of Directors Related person Sul América Investimentos Distribuidora de Títulos e Valores Imobiliários S.A. Chairman of the Board of Directors Note Management member of the Issuer Patrick Antonio Claude de Larragoiti Lucas Chairman of the Board of Directors Related person Sul América Saúde Companhia de Seguros Chairman of the Board of Directors Note Management member of the Issuer Patrick Antonio Claude de Larragoiti Lucas Chairman of the Board of Directors Related person Sul América Capitalização S.A. - Sulacap Chairman of the Board of Directors Note Management member of the Issuer Patrick Antonio Claude de Larragoiti Lucas Chairman of the Board of Directors Related person Sul América Odontológico S.A. Chairman of the Board of Directors Note CPF/CNPJ Type of relationship of the management member with the related person Type of related person 718.245.297-91 Control Indirect subsidiary Control Indirect subsidiary Control Indirect subsidiary Control Indirect subsidiary 32.206.435/0001-83 718.245.297-91 60.831.427/0001-63 718.245.297-91 03.558.096/0001-04 718.245.297-91 11.973.134/0001-05 257 Reference Form – 2014 – SUL AMERICA S/A Version: 19 12.10 - Relationships of subordination, service provision or control between management members and subsidiaries, parent companies, and others Name Position/Duty CPF/CNPJ Type of relationship of the management member with the related person Type of related person 339.555.907-63 Control Direct parent company Control Indirect subsidiary Control Indirect subsidiary Fiscal year 12/31/2012 Management member of the Issuer Carlos Infante Santos de Castro Member of the Board of Directors Related person Sulasapar Participações S.A. Member of the Board of Directors Note Management member of the Issuer Carlos Infante Santos de Castro Member of the Board of Directors Related person Sul América Companhia Nacional de Seguros Member of the Board of Directors Note 03.759.567/0001-34 339.555.907-63 33.041.062/0001-09 Management member of the Issuer Carlos Infante Santos de Castro Member of the Board of Directors 339.555.907-63 Related person Sul América Seguros de Pessoas e Previdência S.A. Member of the Board of Directors Note 01.704.513/0001-46 258 Reference Form – 2014 – SUL AMERICA S/A Version: 19 12.10 - Relationships of subordination, service provision or control between management members and subsidiaries, parent companies, and others Name Position/Duty CPF/CNPJ Type of relationship of the management member with the related person Type of related person Management member of the Issuer Carlos Infante Santos de Castro Member of the Board of Directors Related person Sul América Companhia Seguro Saúde Member of the Board of Directors Note 339.555.907-63 Control Indirect subsidiary Management member of the Issuer Carlos Infante Santos de Castro Member of the Board of Directors 339.555.907-63 Control Indirect subsidiary Control Indirect subsidiary Related person Sul América Investimentos Distribuidora de Títulos e Valores Imobiliários S.A. Member of the Board of Directors Note Management member of the Issuer Carlos Infante Santos de Castro Member of the Board of Directors Related person Sul América Saúde Companhia de Seguros Member of the Board of Directors Note 01.685.053/0001-56 32.206.435/0001-83 339.555.907-63 60.831.427/0001-63 259 Reference Form – 2014 – SUL AMERICA S/A Version: 19 12.10 - Relationships of subordination, service provision or control between management members and subsidiaries, parent companies, and others Name Position/Duty CPF/CNPJ Type of relationship of the management member with the related person Type of related person Management member of the Issuer Carlos Infante Santos de Castro Member of the Board of Directors 339.555.907-63 Control Indirect subsidiary Control Direct parent company Control Indirect subsidiary Control Direct parent company Related person Sul América Odontológico S.A. Member of the Board of Directors Note Management member of the Issuer Isabelle Rose Marie de Ségur Lamoignon Member of the Board of Directors Related person Sulasapar Participações S.A. Member of the Board of Directors Note Management member of the Issuer Jorge Hilário Gouvêa Vieira Member of the Board of Directors Related person Sul América Seguro Saúde S.A. Member of the Board of Directors Note Management member of the Issuer Patrick Antonio Claude de Larragoiti Lucas Chairman of the Board of Directors 11.973.134/0001-05 029.102.447-50 03.759.567/0001-34 008.563.637-15 86.878.469/0001-43 718.245.297-91 260 Reference Form – 2014 – SUL AMERICA S/A Version: 19 12.10 - Relationships of subordination, service provision or control between management members and subsidiaries, parent companies, and others Name Position/Duty Related person Sulasapar Participações S.A. Chairman of the Board of Directors Note Management member of the Issuer Patrick Antonio Claude de Larragoiti Lucas Chairman of the Board of Directors Related person Sul América Companhia Nacional de Seguros Chairman of the Board of Directors Note Management member of the Issuer Patrick Antonio Claude de Larragoiti Lucas Chairman of the Board of Directors Related person Sul América Seguros de Pessoas e Previdência S.A. Chairman of the Board of Directors Note Management member of the Issuer Patrick Antonio Claude de Larragoiti Lucas Chairman of the Board of Directors Related person Sul América Companhia de Seguro Saúde Chairman of the Board of Directors Note CPF/CNPJ Type of relationship of the management member with the related person Type of related person Control Indirect subsidiary Control Indirect subsidiary Control Indirect subsidiary 03.759.567/0001-34 718.245.297-91 33.041.062/0001-09 718.245.297-91 01.704.513/0001-46 718.245.297-91 01.685.053/0001-56 261 Reference Form – 2014 – SUL AMERICA S/A Version: 19 12.10 - Relationships of subordination, service provision or control between management members and subsidiaries, parent companies, and others Name Position/Duty Management member of the Issuer Patrick Antonio Claude de Larragoiti Lucas Chairman of the Board of Directors Related person Sul América Investimentos Distribuidora de Títulos e Valores Imobiliários S.A. Chairman of the Board of Directors Note Management member of the Issuer Patrick Antonio Claude de Larragoiti Lucas Chairman of the Board of Directors Related person Sul América Seguro Saúde S.A. Chairman of the Board of Directors Note Management member of the Issuer Patrick Antonio Claude de Larragoiti Lucas Chairman of the Board of Directors Related person Sul América Saúde Companhia de Seguros Chairman of the Board of Directors Note CPF/CNPJ Type of relationship of the management member with the related person Type of related person 718.245.297-91 Control Indirect subsidiary Control Indirect subsidiary Control Indirect subsidiary 32.206.435/0001-83 718.245.297-91 86.878.469/0001-43 718.245.297-91 60.831.427/0001-63 262 Reference Form – 2014 – SUL AMERICA S/A Version: 19 12.10 - Relationships of subordination, service provision or control between management members and subsidiaries, parent companies, and others Name Position/Duty CPF/CNPJ Type of relationship of the management member with the related person Type of related person Management member of the Issuer Patrick Antonio Claude de Larragoiti Lucas Chairman of the Board of Directors 718.245.297-91 Control Indirect subsidiary Subordination Direct parent company Subordination Indirect subsidiary Related person Sul América Odontológico S.A. Chairman of the Board of Directors Note 11.973.134/0001-05 Fiscal year December 31, 2011 Management member of the Issuer Carlos Infante Santos de Castro Member of the Board of Directors Related person Sulasapar Participações S.A. Member of the Board of Directors Note Management member of the Issuer Carlos Infante Santos de Castro Member of the Board of Directors Related person Sul América Seguros de Pessoas e Previdência S.A. Member of the Board of Directors Note 339.555.907-63 03.759.567/0001-34 339.555.907-63 01.704.513/0001-46 263 Reference Form – 2014 – SUL AMERICA S/A Version: 19 12.10 - Relationships of subordination, service provision or control between management members and subsidiaries, parent companies, and others Name Position/Duty Management member of the Issuer Carlos Infante Santos de Castro Member of the Board of Directors CPF/CNPJ Type of relationship of the management member with the related person Type of related person 339.555.907-63 Subordination Indirect subsidiary Subordination Indirect subsidiary Subordination Indirect subsidiary Subordination Indirect subsidiary Related person Sul América Companhia Nacional de Seguros 33.041.062/0001-09 Member of the Board of Directors Note Management member of the Issuer Carlos Infante Santos de Castro Member of the Board of Directors 339.555.907-63 Related person Sul América Companhia Seguro Saúde 01.685.053/0001-56 Member of the Board of Directors Note Management member of the Issuer Carlos Infante Santos de Castro Member of the Board of Directors 339.555.907-63 Related person Sul América Investimentos Distribuidora de Títulos e Valores Imobiliários S.A. Member of the Board of Directors Note 32.206.435/000183 Management member of the Issuer Carlos Infante Santos de Castro Member of the Board of Directors Related person Sul América Saúde Companhia de Seguros Member of the Board of Directors Note 339.555.907-63 60.831.427/0001-63 264 Reference Form – 2014 – SUL AMERICA S/A Version: 19 12.10 - Relationships of subordination, service provision or control between management members and subsidiaries, parent companies, and others Name Position/Duty CPF/CNPJ Type of relationship of the management member with the related person Type of related person Management member of the Issuer Carlos Infante Santos de Castro Member of the Board of Directors 339.555.907-63 Subordination Indirect subsidiary Subordination Direct parent company Subordination Indirect subsidiary Related person Sul América Odontológico S.A. Member of the Board of Directors Note Management member of the Issuer Isabelle Rose Marie de Ségur Lamoignon Member of the Board of Directors Related person Sulasapar Participações S.A. Member of the Board of Directors Note Management member of the Issuer Jorge Hilário Gouvêa Vieira Member of the Board of Directors Related person Sul América Seguro Saúde S.A. Member of the Board of Directors Note 11.973.134/0001-05 029.102.447-50 03.759.567/0001-34 008.563.637-15 86.878.469/0001-43 265 Reference Form – 2014 – SUL AMERICA S/A Version: 19 12.10 - Relationships of subordination, service provision or control between management members and subsidiaries, parent companies, and others Name Position/Duty CPF/CNPJ Type of relationship of the management member with the related person Type of related person Management member of the Issuer Patrick Antonio Claude de Larragoiti Lucas Chairman of the Board of Directors Related person Sulasapar Participações S.A. Chairman of the Board of Directors Note 718.245.297-91 Subordination Direct parent company Management member of the Issuer Patrick Antonio Claude de Larragoiti Lucas Chairman of the Board of Directors 718.245.297-91 Subordination Indirect subsidiary Subordination Indirect subsidiary Subordination Indirect subsidiary Related person Sul América Companhia Nacional de Seguros Chairman of the Board of Directors Note Management member of the Issuer Patrick Antonio Claude de Larragoiti Lucas Chairman of the Board of Directors Related person Sul América Seguros de Pessoas e Previdência S.A. Chairman of the Board of Directors Note Management member of the Issuer Patrick Antonio Claude de Larragoiti Lucas Chairman of the Board of Directors 03.759.567/0001-34 33.041.062/0001-09 718.245.297-91 01.704.513/0001-46 718.245.297-91 266 Reference Form – 2014 – SUL AMERICA S/A Version: 19 12.10 - Relationships of subordination, service provision or control between management members and subsidiaries, parent companies, and others Name Position/Duty Related person Sul América Companhia de Seguro Saúde Chairman of the Board of Directors Note Management member of the Issuer Patrick Antonio Claude de Larragoiti Lucas Chairman of the Board of Directors CPF/CNPJ Type of relationship of the management member with the related person Type of related person Subordination Indirect subsidiary Subordination Indirect subsidiary Subordination Indirect subsidiary 01.685.053/0001-56 718.245.297-91 Related person Sul América Investimentos Distribuidora de Títulos e Valores Imobiliários S.A. Chairman of the Board of Directors Note 32.206.435/0001-83 Management member of the Issuer Patrick Antonio Claude de Larragoiti Lucas Chairman of the Board of Directors 718.245.297-91 Related person Sul América Seguro Saúde S.A. Chairman of the Board of Directors Note 86.878.469/0001-43 Management member of the Issuer Patrick Antonio Claude de Larragoiti Lucas Chairman of the Board of Directors 718.245.297-91 Related person Sul América Saúde Companhia de Seguros Chairman of the Board of Directors Note 60.831.427/0001-63 267 Reference Form – 2014 – SUL AMERICA S/A Version: 19 12.10 - Relationships of subordination, service provision or control between management members and subsidiaries, parent companies, and others Name Position/Duty Management member of the Issuer Patrick Antonio Claude de Larragoiti Lucas Chairman of the Board of Directors Related person Sul América Odontológico S.A. Chairman of the Board of Directors Note CPF/CNPJ Type of relationship of the management member with the related person Type of related person 718.245.297-91 Subordination Indirect subsidiary 11.973.134/0001-05 268 Reference Form – 2014 – SUL AMERICA S/A Version: 19 12.11 - Agreements, including insurance policies, for payment or reimbursement for the expenses covered by management members The Company has a unique Directors and Officers liability insurance (D&O) policy for the members of the Board of Directors and Board of Executive Officers, having as object the payment of losses owed by the insured provided that: (i) the complaint is unknown at the moment of the insurance contract date; (ii) the triggering event occurred during the effective period or retroactive period; (iii) the complaint is filed during the effective period, additional period, when applicable, or supplementary period, if contracted. The current maximum coverage limit is U$50,000,000.00 (fifty million dollars). The effective period is from September 15, 2013 to September 15, 2014, the policy includes the management members (members of the Board of Directors and Board of Executive Officers and the members of statutory advisory committees) of the issuer and all of its direct and indirect subsidiaries mentioned in item 8.1 of this form. The net premium of this policy amounted to R$432,167.00. Although the Company contracted the described policy, there are certain types of risks that may not be covered by it (such as malicious acts, fines, new securities offerings). Therefore, in case any of such non-covered events occur, the Company may incur additional costs. 269 Reference Form – 2014 – SUL AMERICA S/A Version: 19 12.12 - Other material information The information on the positions held by the Company’s Board Members in the Fiscal Council, committees and executive bodies in other companies or entities were provided in items 12.6/8, there being no additional information to be provided. Shareholders’ Meeting Date Opening on Second Call (Yes or Not) Exact Quorum for Opening 03.31.2011 ................................... NO 77.53% 03.30.2012 ................................... NO 80.91% 04.04.2013 ................................... NO 80.70% For the purposes of item 12.3 of this Reference Form, the Company clarifies that it does not release Notice to Shareholders, under the terms of article 133, paragraph 5 of Law 6,404/76. The dates indicated in item 12.3 related to the publication of the minutes of the Annual Shareholders’ Meeting that will examine the financial statements for the fiscal year ended December 31, 2013 are the estimated publication dates. We inform below the passport numbers of Christopher John Minter and David Lorne Levy (who are not enrolled with CPF/MF) because of the impossibility of informing the alphanumeric data in item 12.6, as it is the case of the passport. Passport of Christopher John Minter – 099140708, issued by the United Kingdon on May 26, 2009. Passport of David Lorne Levy – 422076230, issued by the US government on March 9, 2009. Best Corporate Governance Practices - Brazilian Institute of Corporate Corporativa” in portuguese, or IBGC) Governance (“Instituto Brasileiro de Governança The Company is committed to the recommendations of the Code of the Best Corporate Governance Practices of the IBGC, according to which corporate governance is the system through which companies are driven and monitored and encouraged, involving the relationship between shareholders, Board of Directors, Board of Executive Officers, independent auditors and Fiscal Council, if any. The corporate governance practices of the IBGC comprise four basic principles: (i) Transparency: management shall motivate the desire to inform not only the economic and financial performance of the Company, but also all the other facts (even the intangible ones) that drive the business operations; (ii) Equity: the fair and equal treatment of all minority groups, employees, clients, suppliers or creditors; (iii) Accountability or rendering of accounts: rendering the accounts of the work of corporate governance agents to whom elected them, holding them fully accountable for all the acts that they perform; (iv) Corporate Responsibility: corporate responsibility conveys a wider vision of the business strategy, taking into account social and environmental considerations when running the businesses and operations of companies. 270 Reference Form – 2014 – SUL AMERICA S/A Version: 19 12.12 – Other material information - Level 2 Listing Rules of Corporate Governance of BM&FBOVESPA The Company is signatory to the contract for adherence to the Level 2 Listing Rules of Corporate Governance of BM&FBOVESPA, a listing segment in which the Company’s securities are traded. The Company also constantly seeks to adopt new measures to improve its communication to the financial market and investors, as well as guaranteeing transparency, by means of public meetings and having an annual schedule of corporate events. In addition, for purposes of providing advisory to the Board of Directors, a Governance and Disclosure Committee was created, one of its duties being the monitoring and oversight of the obligations set forth in the Level 2 Rules, adopted by the Company, as informed in item 12.1 of this Reference Form. 271 Reference Form – 2014 – SUL AMERICA S/A Version: 19 13.1 - Description of the compensation policy or practice, including of the non-statutory board of executive officers Sul América (“Company”) and its subsidiaries adopt a single compensation policy (“Compensation Policy” or “Policy), which establishes the guidelines to be followed in relation to the Key Management Personnel compensation. For the purposes of the Policy, the Key Management Personnel of SulAmérica are the members of the Board of Directors, Board of Executive Officers, Fiscal Council and the advisory committees of the Board of Directors, whether statutory or not (“Key Management Personnel”). All members of the Board of Executive Officers and some members of the Board of Directors of the Company also have terms of office in equivalent positions in subsidiaries. Their total compensation is established on consolidated basis, under the terms of the Compensation Policy, being partially covered by the Company and another part by its subsidiaries. The total compensation awarded to the Key Management Personnel observes the global amounts approved in the shareholders’ meetings of the respective companies, taking into account that the Company has a Compensation Committee that assists the Board of Directors in matters related to compensation. Compensation philosophy SulAmérica understands that to achieve success, it is fundamental that the Key Management Personnel is engaged and committed to the future of the business in the short, medium and long term. SulAmérica believes that it is fundamental to provide an opportunity for total compensation that is fair, based on the scope of activities of its executives, and meritocratic, where the opportunity to gain compensation is proportional to the performance of the company and level of contribution of the executives. In this sense, structuring a strategic compensation policy implies using various compensation mechanisms in order to strengthen the role of groups and ensure focus and excellence in the execution of their respective terms of office. a. purposes of the compensation policy or practice The main purpose of the Compensation Policy is to align the interests of the Key Management Personnel with those of SulAmérica, awarding a total compensation compatible with the best practices observed in the markets it operate, so understood those practices identified from the result of constant salary surveys conducted by specialized consulting companies among the direct competitors and public companies, with complexity and size similar to those of SulAmérica (“Best Market Practices”). The policy establishes fair and meritocratic criteria for defining the opportunity for compensation of participants in the short, medium and long term, contributing not only to encourage, attract and retain qualified professionals to perform their functions, but also to create value to shareholders. b. compensation composition i. description of the elements of compensation and the purposes of each of them The compensation of SulAmérica’s Key Management Personnel has the following components, which are not necessarily cumulative: (a) fixed compensation; (b) variable compensation; (c) post-employment benefits; and (d) share based incentive. 272 Reference Form – 2014 – SUL AMERICA S/A Version: 19 13.1 - Description of the compensation policy or practice, including that followed for the non-statutory executive committee Board of Directors: (a) Fixed compensation The fixed compensation of the Board of Directors is based on the responsibilities, duties and dedication of its members to SulAmérica, as well as on the principles of good corporate governance where the amounts received should not represent the main source of income of its participants. The amounts are set annually based on Market Best Practices. Variable compensation, post-employment benefit and incentives are optional to the members of the Board of Directors, depending on the income of the company and the performance assessment of each of them. Fiscal Council In 2013, 2012 and 2011, no Fiscal Council was established. When established, the Fiscal Council’s past compensation complies with the legal minimum amount, that is, each member in office is awarded a compensation equivalent to ten per cent of the compensation which, on average, is awarded to each executive officer, pursuant to article 162 , paragraph 3 of Law 6,404/76 (Brazilian Corporation Law). Board of Executive Officers: (a) Fixed compensation The fixed compensation of the Board of Executive Officers is the regular compensation based on the responsibilities and duties of the position, in accordance with Market Best Practices. (b) Variable compensation The Board of Executive Officers is eligible to receive common variable compensation, represented by complementary fees, paid in the form of annual bonus, aiming at developing greater interest and alignment of goals with those of SulAmérica. The awarded amounts result from a performance assessment process carried out based on objective targets set in the management contracts, as well as a subjective assessment, performed by superiors, peers and/or subordinates, determined by the Compensation Committee. The payment is made in the 12 months subsequent to the assessed fiscal year. The objective indicators are set annually, based on the business plan and budget, tied to the financial and operating performance of SulAmérica. The assessment of individual performance is carried out through a performance management model called “Nine Box”, also known as performance and potential matrix, through which the result of the goals set in the management contract is weighted, as well as the result of the competences assessment, where eligible ones are evaluated by superiors, peers and subordinates allowing a wider performance view with 360o feedback. This methodology is widely adopted in the market and by companies of the same size as the Company’s to manage performance. (c) Post-employment benefits The portion of the compensation represented by post-employment benefits is composed of a pension plan on behalf of the members of the Board of Executive Officers of SulAmérica and aims to establish a long term savings and complementary source of income during retirement. There is also the possibility of grant, upon resolution by the Compensation Committee, of (a) private retirement benefit; (b) single-life annuity; or (c) life insurance and private pension. 273 Reference Form – 2014 – SUL AMERICA S/A Version: 19 13.1 - Description of the compensation policy or practice, including that followed for the non-statutory executive committee The amounts related to private pension plans are indicated in item 13.10 of this Reference Form. (d) Stock Incentive Stock Incentive is composed of stock options to purchase shares or units issued by the Company granted to the members of the Board of Executive Officers of SulAmérica, and aims to stimulate the expansion and accomplishment of its corporate purpose, aligning the interests of its shareholders and management members, both in medium and long terms, by tying part of the compensation to the future performance of the shares issued by the Company. The grant of Options to buy shares or Units, as provided in the Plan approved by the Shareholders’ Meeting of March 31, 2008, amended by the Shareholders’ Meeting of March 31, 2011, may be provided in two non excluding ways: by means of option grant (i) simple options for purchase of shares at a price set upon the grant time; and/or (ii) bonus option purchase, in view of the level of eligible investments in shares of the Company, according to the matching concept). The share-based incentive depends on the approval of a stock or unit option plan in Shareholders’ Meeting. (e) Indirect Benefits There is also the grant of benefits to Executive Officers like medical care, life insurance, vehicle insurance and PGBL Plan. Committees: (a) Fixed compensation The fixed compensation of the Investment, Audit, Compensation, Governance and Disclosure, and Sustainability Committees, provided for in article 16 of the Bylaws of the Company, is set based on the responsibilities, duties and dedication of their members to SulAmérica. ii. proportion of each element in total compensation The table below indicates the proportion of the elements described above in the compensation awarded to the management of SulAmérica for the fiscal year ended December 31, 2013: Proportion of each element recognized in the income of the Fiscal Year ended December 31, 2013 Company Board of Directors Board of Executive Officers Fiscal Council Committee Members Total 100.00% 4.41% – 100.00% 60.11% Variable compensation ......... 0.00% 0.00% – – – Post-employment benefits ...... 0.00% 11.94% – 0.00% 4.98% Share-based incentive..... 0.00% 83.66% – 0.00% 34.90% 100.00% 100.00% – 100.00% 100.00% Annual fixed compensation ..... Total ................................. 274 Reference Form – 2014 – SUL AMERICA S/A Version: 19 275 Reference Form – 2014 – SUL AMERICA S/A Version: 19 13.1 - Description of the compensation policy or practice, including that followed for the non-statutory executive committee Proportion of each element recognized in the income of the Fiscal Year ended December 31, 2013 Company and subsidiaries (Consolidated) Board of Directors Board of Executive Officers Fiscal Council Total Annual fixed compensation ............. 38.54% 50.58% 0.00% 52.70% Variable compensation .................... 61.46% 37.35% 0.00% 35.75% Post-employment benefits ............... 0.00% 2.00% 0.00% 1.91% Stock-based incentive............. 0.00% 10.07% 0.00% 9.64% 100.00% 100.00% 0.00% 100.00% Total ............................................ iii. calculation and adjustment methodology for each compensation element The amounts awarded as compensation to Key Management Personnel are established based on the desired proportion in the total compensation composition, which are periodically reviewed by means of market surveys or by recommendation from specialized consulting company, in order to verify its adequacy and possible need of reviewing its components according to the Best Market Practices. The aforementioned market surveys are commissioned by SulAmérica from two compensation survey consulting companies in the market: Hay Group and Mercer Consult. (a) Fixed compensation The Board of Directors and the Board of Executive Officers are bodies that receive fixed compensation. The amounts awarded as regular fixed compensation to the Key Management Personnel, may, at the discretion of the Compensation Committee or Board of Directors, be monetarily restated and periodically reviewed in order to adjust to the Best Market Practices. Basis for comparison: market composed of select companies including direct competitors and publiclyheld companies, with size and complexity similar to those of SulAmérica. Fixed compensation’s purpose: SulAmérica’s goal is to keep fixed compensation in line with the median of its comparison market, in order to ensure a fair compensation level, without incurring fixed costs in excess of the costs in the market. (b) Variable compensation The Board of Directors and the Board of Executive Officers are bodies that receive variable compensation. The amounts awarded as common variable compensation result from the assessment process performed based on targets set in management contracts signed each year. Because it is tied to management contracts, the opportunity for earning may be greater than that given in the market in the case of high performance of the company/participant, as well as it may not exist if the company/participant performance is below the minimum established. (c) Post-employment benefits The Board of executive officers is the only body that currently receives post-employment benefit. 276 Reference Form – 2014 – SUL AMERICA S/A Version: 19 The post-employment benefits awarded to the Key Management Personnel are composed of a pension plan created on behalf of the members of the Board of Executive Officers and life insurance. The contributions to the pension plan are 40% made by the plan’s participant and 60% by SulAmérica under the terms of the respective plan (see item 13.10). Life insurance premiums of the members of the Board of Executive Officers are covered by SulAmérica. The amounts related to private pension plans are indicated in item 13.10 of this Reference Form. 277 Reference Form – 2014 – SUL AMERICA S/A Version: 19 13.1 - Description of the compensation policy or practice, including that followed for the non-statutory executive committee (d) Share-based incentive The Board of Executive Officers is the only body that currently receives share-based incentive. The number of stock or unit options of the Company periodically granted results from an assessment process based on the targets set in management contracts entered into every year. The amount of granted options is calculated based on the Black-Scholes pricing model for 2008, 2009 and 2010 and the binomial model for 2011, 2012 and 2013, considering the characteristics included in the respective stock options for purchase of shares and/or Units issued by the Company, according to the details included in item 13.4 and 13.9. iv. reasons that justify the composition of the compensation The compensation awarded to the Key Management Personnel aims to recognize the responsibilities of each participant position and the Best Market Practices. The compensation is provided by means of fixed compensation, short and medium-term variable compensation as well as long-term incentives, which are tied, as the case may be, to the global performance of the Company and the individual performance of management members, and benefits. Particularly in relation to the compensation awarded to the members of the Board of Executive Officers, the proportion of the respective components is aimed at promoting the alignment of interests to those of SulAmérica, both in medium and long terms, contributing to the creation of value to shareholders. c. main performance indicators taken in consideration for determining each element of compensation The components of the compensation awarded to the Key Management Personnel are based on indicators of financial and operational performance, as well as on the satisfaction indexes of the main stakeholders and sustainability goals. Compensation element Performance indicators Fees ......................................... Not tied to indicators. Variable compensation ............... Financial, Operational and Stakeholder Satisfaction indicators. Example: revenue from sales and services, operating revenue of the company, net revenue, EBITDA, market value of shares, cash flow, sales volume. Post-employment benefits ........... Not indexed to ratios. Share-based incentive........... Financial, Operational and Stakeholder Satisfaction indicators. Example: revenue from sales and services, operating revenue of the company, net revenue, EBITDA, market value of shares, cash flow, sales volume. d. the way compensation is structured to reflect the development of performance indicators The development of performance indicators is reflected in the variable portion of the compensation awarded to the members of the Board of Executive Officers of SulAmérica. The amounts related to such portion result from an assessment process performed based on the targets set in management contracts, evaluated annually by the Board of Directors or Compensation Committee. 278 Reference Form – 2014 – SUL AMERICA S/A Version: 19 The amounts of bonus or grant of stock option plan depends on the development of indicators. 279 Reference Form – 2014 – SUL AMERICA S/A Version: 19 13.1 - Description of the compensation policy or practice, including that followed for the non-statutory executive committee e. the way the compensation policy or practice aligns with short, medium and long-term interests of SulAmérica The Compensation policy aligns SulAmérica’s interests with those of Key Management Personnel by awarding total compensation and the respective components compatible with the Best Market Practices and its targets in short, medium and long terms as well as sustainability goals, and the creation of value to shareholders. In the short term, the aim is to align the monthly fixed compensation and benefit package with the duty and market. In the medium term, the aims are to align the bonus payment with the targets and performance of the Company. In the long term, the objective is the retention of qualified professionals by means of private pension plan and stock option plan incentive. SulAmérica’s success strongly depends on its ability to perform the business plan and keep to the budget. The variable compensation is one of the key compensation elements, which is directly related to such performance ability. The consistency in attaining results and management quality of SulAmérica create value to shareholder and, consequently, impact the price of Sul América S.A. shares. The stock option plan incentive works as an important element so that participants actually act as partners of the business, prioritizing the longterm creation of value to shareholders. f. existence of compensation paid by the subsidiaries and direct or indirect parent companies The members of the Board of Executive Officers and some members of the Board of Directors of Company have concomitant terms of office in the subsidiaries of the Company. The compensation amounts awarded by each subsidiary were informed in item 13.15 of this Reference Form. The consolidated compensation awarded to the Key Management Personnel which, for purposes of this Policy are the members of the Board of Directors, Board of Executive Officers, Fiscal Council and the advisory committees of the Board of Directors, whether statutory or not of SulAmérica, was informed in item 13.16 “a”. The portion of compensation awarded to the Executive Officers represented by stock options for the purchase of shares and/or units issued by the Company is paid by the Company, as provided in the table of item 13.16 “a”. The transfer of this cost to the subsidiaries of the Company shall be made in the fiscal year 2013, pursuant to CVM Resolution 650, which approves the Technical Pronouncement CPC 10. The compensation of Fiscal Council members, if established, is fully paid by Company. There is no compensation paid by direct or indirect parent companies of the Company to the Key Management Personnel. g. existence of any compensation or benefit tied to the occurrence of determined corporate event, such as the disposal of the corporate control of the issuer There is no compensation or benefits tied to the occurrence of corporate events of the Company and its subsidiaries. 280 Reference Form – 2014 – SUL AMERICA S/A Version: 19 13.2 – Total compensation of the Board of Directors, Board of Executive Officers and Fiscal Council Total estimated compensation for the current fiscal year December 31, 2014 - Annual Amounts Board of Directors Statutory board of Fiscal Council Executive Officers Number of members 10.00 4.00 Annual fixed compensation Salary or management’s fees 2,781,000.00 28,000.00 Direct and indirect benefits 0.00 32,000.00 Participation in committees 0.00 0.00 Other 150,000.00 6,000.00 Description of other fixed INSS INSS compensation Variable compensation Bonus 0.00 0.00 Profit sharing 0.00 0.00 Participation in meetings 0.00 0.00 Commissions 0.00 0.00 Other 0.00 0.00 Description of other variable compensation Post-employment 0.00 0.00 End of term of office 0.00 0.00 Share-based payment 0.00 3,000.00 Note The number of members The number of of each body was members of each calculated according to body was calculated Circular Letter /CVM/SEP according to Circular 01/2014. Letter /CVM/SEP It does not include 01/2014. overlaps in the events of It does not include members with overlaps in the concomitant positions in events of members the issuer and in one or with concomitant more subsidiaries positions in the issuer and in one or more subsidiaries Total compensation 2,931,000.00 69,000.00 Total compensation for fiscal year December 31, 2013 - Annual Amounts Board of Directors Statutory Board of Executive Officers Number of members 9.00 3.59 Annual fixed compensation Salary or (management’s fees) 2,959,000.00 28,000.00 Direct and indirect benefits 0.00 32,000.00 Participation in committees 0.00 0.00 Other 509,000.00 6,000.00 Fiscal Council Total 14.00 2,809,000.00 32,000.00 0.00 156,000.00 0.00 0.00 0.00 0.00 0.00 0.00 0.00 3,000.00 3,000,000.00 Total 12.59 2,987,000.00 32,000.00 0.00 515,000.00 281 Reference Form – 2014 – SUL AMERICA S/A Version: 19 Description of other fixed compensation Variable compensation Bonus Profit sharing Participation in meetings Commissions Other Description of other variable compensation Post-employment End of term of office Share-based payment Note INSS INSS 0.00 0.00 0.00 0.00 0.00 0.00 0.00 0.00 0.00 0.00 0.00 0.00 0.00 0.00 0.00 0.00 0.00 0.00 The number of members of each body was calculated according to Circular Letter /CVM/SEP 01/2014. It does not include overlaps in the events of members with concomitant positions in the issuer and in one or more subsidiaries 0.00 0.00 3,000.00 Total compensation 3,468,000.00 0.00 0.00 3,000.00 The number of members of each body was calculated according to Circular Letter /CVM/SEP 01/2014. It does not include overlaps in the events of members with concomitant positions in the issuer and in one or more subsidiaries 69,000.00 Total compensation for fiscal year December 31, 2012 - Annual Amounts Board of Directors Statutory Board of Executive Officers Number of members 9,00 3.75 Annual fixed compensation Salary or management’s fees 2,496,000.00 22,000.00 Direct and indirect benefits 0.00 39,000.00 Participation in committees 0.00 0.00 Other 432,000.00 5,000.00 Description of other fixed INSS Contribution INSS Contribution compensation Variable compensation Bonus 0.00 0.00 Profit sharing 0.00 0.00 Participation in meetings 0.00 0.00 Commissions 0.00 0.00 Other 0.00 0.00 3,537,000.00 Fiscal Council Total 0.00 12.75 0.00 0.00 0.00 0.00 2,518,000.00 39,000.00 0.00 437,000.00 0.00 0.00 0.00 0.00 0.00 0.00 0.00 0.00 0.00 0.00 282 Reference Form – 2014 – SUL AMERICA S/A Description of other variable compensation Post-employment End of term of office Share-based payment Note Total compensation 0.00 0.00 0.00 The number of members of each body was calculated according to Circular Letter /CVM/SEP 01/2014. It does not include overlaps in the events of members with concomitant positions in the issuer and in one or more subsidiaries 2,928,000.00 Version: 19 0.00 0.00 9,000.00 The number of members of each body was calculated according to Circular Letter /CVM/SEP 01/2014. It does not include overlaps in the events of members with concomitant positions in the issuer and in one or more subsidiaries 75,000.00 Total compensation for fiscal year December 31, 2011 - Annual Amounts Board of Directors Statutory Board of Executive Officers Number of members 9,00 4.00 Annual fixed compensation Salary or management’s fees 2,402,000.00 24,000.00 Direct and indirect benefits 0.00 34,000.00 Participation in committees 0.00 0.00 Other 408,000.00 5,000.00 Description of other fixed INSS Contribution INSS Contribution compensation Variable compensation Bonus 0.00 0.00 Profit sharing 0.00 0.00 Participation in meetings 0.00 0.00 Commissions 0.00 0.00 Other 0.00 0.00 Description of other variable compensation Post-employment 0.00 0.00 End of term of office 0.00 0.00 Share-based payment 0.00 67,000.00 Note The number of members The number of of each body was members of each calculated according to body was calculated Circular Letter /CVM/SEP according to Circular 01/2014. Letter /CVM/SEP It does not include 01/2014. overlaps in the events of It does not include members with overlaps in the concomitant positions in events of members the issuer and in one or with concomitant more subsidiaries positions in the issuer and in one or more subsidiaries Total compensation 2,810,000.00 130,000.00 0.00 0.00 0.00 0.00 0.00 9,000.00 0.00 3,003,000.00 Fiscal Council Total 0.00 13.00 0.00 0.00 0.00 0.00 2,426,000.00 34,000.00 0.00 413,000.00 0.00 0.00 0.00 0.00 0.00 0.00 0.00 0.00 0.00 0.00 0.00 0.00 0.00 0.00 0.00 67,000.00 0.00 2,940,000.00 283 Reference Form – 2014 – SUL AMERICA S/A Version: 19 13.3 - Variable compensation of the board of directors, statutory board of executive officers and fiscal council Estimated variable compensation for the income for the current fiscal year (2014) Company Board of Board of Executive Fiscal Directors Officers Council Total (R$ thousand) a. body b. number of members (1) ...................... c. in relation to bonus i. minimum amount determined in the compensation plan .................................... ii. maximum amount determined in the compensation plan ................................... iii. amount determined in the compensation plan, if targets are achieved .................... d. in relation to profit sharing i. minimum amount determined in the compensation plan ................................... ii. maximum amount determined in the compensation plan ................................... iii. amount determined in the compensation plan, if targets are achieved .................... iv. amount actually recognized in income (1) 0 0 0 0 0 0 0 0 0 0 - 0 0 0 - 0 - - - - - - - - - - - - Number of members to whom variable compensation was awarded. Variable compensation recognized in income for the Fiscal Year ended December 31, 2013 Company Board of Board of Executive Fiscal Directors Officers Council Total (R$ thousand) a. body b. number of members (1) ...................... c. in relation to bonus i. minimum amount determined in the compensation plan .................................... ii. maximum amount determined in the compensation plan ................................... iii. amount determined in the compensation plan, if targets are achieved .................... d. in relation to profit sharing i. minimum amount determined in the compensation plan ................................... ii. maximum amount determined in the compensation plan ................................... iii. amount determined in the compensation plan, if targets are achieved .................... iv. amount actually recognized in income (1) 0 0 0 0 0 0 0 0 0 0 - 0 0 0 - 0 - - - - - - - - - - - - - - - - Number of members to whom variable compensation was awarded. 284 Reference Form – 2014 – SUL AMERICA S/A Version: 19 13.3 - Variable compensation of the board of directors, statutory board of executive officers and fiscal council Variable compensation recognized in the income for the Fiscal Year ended December 31, 2012 Company Board of Board of Executive Fiscal Directors Officers Council Total (R$ thousand) a. body b. number of members (1) ...................... c. in relation to bonus i. minimum amount determined in the compensation plan .................................... ii. maximum amount determined in the compensation plan ................................... iii. amount determined in the compensation plan, if targets are achieved .................... d. in relation to profit sharing i. minimum amount determined in the compensation plan ................................... ii. maximum amount determined in the compensation plan ................................... iii. amount determined in the compensation plan, if targets are achieved .................... iv. amount actually recognized in the results (1) 0 0 0 0 0 0 0 0 0 0 - 0 0 0 - 0 - - - - - - - - - - - - Number of members to whom variable compensation was awarded. Variable compensation recognized in income for the Fiscal Year ended December 31, 2011 Company Board of Board of Executive Fiscal Directors Officers Council Total (R$ thousand) a. body b. number of members (1) ...................... c. in relation to bonus i. minimum amount determined in the compensation plan .................................... ii. maximum amount determined in the compensation plan ................................... iii. amount determined in the compensation plan, if targets are achieved .................... iv. amount actually recognized in income d. in relation to profit sharing i. minimum amount determined in the compensation plan ................................... ii. maximum amount determined in the compensation plan ................................... iii. amount determined in the compensation plan, if targets are achieved .................... iv. amount actually recognized in income (1) 0 0 0 0 0 0 0 0 0 0 - 0 0 0 0 0 - 0 0 - - - - - - - - - - - - Number of members to whom variable compensation was awarded. 285 Reference Form – 2014 – SUL AMERICA S/A Version: 19 13.3 - Variable compensation of the board of directors, statutory board of executive officers and fiscal council Estimated variable compensation in income for the current fiscal year (2014) Company and subsidiaries (Consolidated) Board of Board of Executive Fiscal Directors Officers Council Total (R$ thousand) a. body b. number of members (1) ...................... c. in relation to bonus i. minimum amount determined in the compensation plan .................................... ii. maximum amount determined in the compensation plan ................................... iii. amount determined in the compensation plan, if targets are achieved .................... d. in relation to profit sharing i. minimum amount determined in the compensation plan ................................... ii. maximum amount determined in the compensation plan ................................... iii. amount determined in the compensation plan, if targets are achieved .................... iv. amount actually recognized in income (1) 1 38 0 39 0 0 - 0 2,267 25,483 - 27,650 1,504 16,851 - 18,356 - - - - - - - - - - - - - - - - Number of members to whom variable compensation was awarded. Variable compensation recognized in income for the Fiscal Year ended December 31, 2013 Company and subsidiaries (Consolidated) Board of Board of Executive Fiscal Directors Officers Council Total (R$ thousand) a. body b. number of members (1) ...................... c. in relation to bonus i. minimum amount determined in the compensation plan .................................... ii. maximum amount determined in the compensation plan ................................... iii. amount determined in the compensation plan – if targets are achieved .................... d. in relation to profit sharing i. minimum amount determined in the compensation plan ................................... ii. maximum amount determined in the compensation plan ................................... iii. amount determined in the compensation plan – if targets are achieved .................... (1) 1.00 29.91 0.00 30.91 0 0 0 0 2,267 23,371 - 25,638 1,504 15,459 - 16,963 - - - - - - - - - - - - Number of members to whom variable compensation was awarded. 286 Reference Form – 2014 – SUL AMERICA S/A Version: 19 13.3 - Variable compensation of the board of directors, statutory board of executive officers and fiscal council Variable compensation recognized in income for the fiscal year ended December 31, 2012 Company and subsidiaries (Consolidated) Board of Board of Executive Fiscal Directors Officers Council Total (R$ thousand) a. body b. number of members (1) ...................... c. in relation to bonus i. minimum amount determined in the compensation plan .................................... ii. maximum amount determined in the compensation plan ................................... iii. amount determined in the compensation plan, if targets are achieved .................... d. in relation to profit sharing i. minimum amount determined in the compensation plan ................................... ii. maximum amount determined in the compensation plan ................................... iii. amount determined in the compensation plan, if targets are achieved .................... (1) 1.00 33.00 0.00 34.00 0 0 0 0 2,757 25,917 - 28,674 1,407 13,297 - 14,704 - - - - - - - - - - - - Number of members to whom variable compensation was awarded. Variable compensation recognized in income for the fiscal year ended December 31, 2011 Company and subsidiaries (Consolidated) Board of Board of Executive Fiscal Directors Officers Council Total (R$ thousand) a. body b. number of members (1) ...................... c. in relation to bonus i. minimum amount determined in the compensation plan .................................... ii. maximum amount determined in the compensation plan ................................... iii. amount determined in the compensation plan, if targets are achieved .................... iv. amount actually recognized in income d. in relation to profit sharing i. minimum amount determined in the compensation plan ................................... ii. maximum amount determined in the compensation plan ................................... iii. amount determined in the compensation plan, if targets are achieved .................... iv. amount actually recognized in income (1) 1.00 30.33 0.00 31.33 0 0 0 0 2,656 27,500 - 30,156 1,844 1,799 18,483 17,670 - 20,326 - - - - - - - - - - - - - - - - Number of members to whom variable compensation was awarded. 287 Reference Form – 2014 – SUL AMERICA S/A Version: 19 13.4 - Share-based payment plan of the board of directors and statutory board of executive officers a. General terms and conditions The stock incentive for the members of the Board of Executive Officers of SulAmérica follows the conditions provided in the Stock Option Plan for the purchase of shares issued by Company (“Plan”), approved by the Shareholders’ Meeting held on March 31, 2008, the amendment of which was approved by the Shareholders’ Meeting held on March 30, 2011. Management of the Plan is the responsibility of the Company’s Board of Directors who may choose to adopt periodically stock or unit options programs (“Programs”) issued by Sul America S.A. In the scope of the Plan, the Board of Directors of the Company approved the Programs for the years 2008, 2009, 2010, 2011, 2012 and 2013, and delegated to the Compensation Committee the definition of the respective beneficiaries, among the members of the Board of Executive Officers of SulAmérica as well as the number of Units they are entitled to. According to the amendment to the Plan approved by the Shareholders’ Meeting held on March 30, 2012, the model of transition to the Plan was approved. The only amendment considered material was the reduction of approximately 50% of targets of the 2012 program granting “Simple Options”. To counterbalance it, a more aggressive matching, in percentage, terms and conditions provided for in each Program was approved. The Board of Directors or the Compensation Committee, as the case may be, may determine, upon the launch of each program, a discount up to a maximum of 20% to be granted to beneficiaries on the setting of the purchase price of Restricted Units, in the case the units representing treasury shares are disposed. The exercise price of the Bonus Options will be based on holding Bound Shares for a pre-determined period in the corresponding contract. In 2011 and 2012 Programs, both Simple and Bonus Options were granted to beneficiaries. In 2013, on the other hand, only Bonus Options were granted. Until the year 2012, the Simple and Bonus Option plans were concomitant, to accommodate the exercise of the Simple Options granted and not yet exercised at the time of the grant of Bonus Options. Simple Options granted in the 2011 and 2012 Programs may be exercised in the ratio of 1/3 of the total granted, per year, as of the ending of the first, second and third subsequent years starting from the signature date of the Stock Option Agreement for the Acquisition of Units entered into with each beneficiary (“Simple Option Agreement”), subject to the maximum period of five years starting from the said signature data of the respective Option Agreement. The Exercise Price of Simple Options shall be equivalent to the average price of Units at the closing of the 30 sessions of BM&FBovespa immediately prior to the date when the Option Agreement is entered into, which, as established in the respective Option Program and Agreement, may be increased by interest and monetary restatement based on the variation of a price index to be established by the Board of Directors or by the Compensation Committee. 288 Reference Form – 2014 – SUL AMERICA S/A Version: 19 13.4 - Share-based payment plan of the board of directors and statutory board of executive officers Bonus Options granted in the scope of the 2011 program may be exercised at the ratio of 25%, 25% and 50% of the total amount granted per year after the end of the third, fourth and fifth subsequent years, counted from the signature date of the Option Agreement for the Acquisition of Units, observing the maximum exercise period of six years. Likewise, Bonus Options granted in the 2012 and 2013 Programs may be exercised in the ratio of 1/3 of the total amount granted, per year, after the end of the third, fourth and fifth subsequent years, counted from the signature of the Option Agreement for the Acquisition of Units with each beneficiary (“Bonus Option Agreement”), observing the maximum exercise period of six years counted from the signature date of the respective Option Agreement. Under the terms of the Plan, Bonus Options are granted to certain beneficiaries, at percentages, terms and conditions defined in each Program, whose exercise is conditioned to the fulfillment of the positive covenant, supported by the maintenance of the ownership of Restricted Units until the exercise of the corresponding portion of Bonus Option. Both Simple and Bonus Options depend on the beneficiary’s maintenance of his/her term of office at the Company or its subsidiaries, unless otherwise resolved by the Board of Directors and/or the Compensation Committee. b. Main aims of the plan The granting of Options for the acquisition of shares or Units issued by Sul America S.A. aims to align the interest of shareholders with the members of the Board of Executive Officers of SulAmérica, providing a stock incentive compatible with the Best Practices. The Company’s Plan is aimed at encouraging the expansion, success and performance of the corporate purposes of the Company, promoting the alignment of the interests of its shareholders and management members, being also extendable to its employees and service providers, besides recognizing and valuing outstanding performances, strategic and cultural alignment, by means of the grant of options for acquisition of the shares issued by the Company, represented by units, under the terms and conditions provided for in the Plan. c. The way the plan contributes to such aims Through the provision of a stock incentive, the approved Plan and Programs promote the alignment of the interests of shareholders with those of the members of the Board of Executive Officers of SulAmérica, both in medium and long terms, and also contributes to the retention of qualified professionals. d. The plan role in the compensation policy of SulAmérica The approved Plan and Programs make up the total compensation of the members of the Board of Executive Officers of SulAmérica, contributing to its alignment with the best market practices adopted by companies of the same sectors of SulAmérica’s operations, major publicly-held companies with similar characteristics or compensation strategies similar to its own. The Plan and Programs aim not only to stimulate, attract and retain qualified professionals for the performance of their duties, but also contribute to the creation of value to shareholders in medium and long terms, associating the valuation of the Company’s shares. 289 Reference Form – 2014 – SUL AMERICA S/A Version: 19 13.4 - Share-based payment plan of the board of directors and statutory board of executive officers e. The way the plan aligns the interests of management with those of SulAmérica in the short, medium and long terms The grant of Options to the members of the Board of Executive Officers of SulAmérica makes reference to the future performance of the shares issued by the Company, promoting the alignment of the interests of management members with those of shareholders in medium and long terms. In the short term, the objective is to align monthly fixed compensation and benefit packages with the responsibility and the market. In the medium term, the aim is to align bonus payments with the targets and performance of the Company. In the long term, the aim is to retain qualified professionals by means of the private pension plan and stock option plan. f. Maximum number of shares Under the terms of the Plan, the granted Options shall represent a maximum of 4% of the total shares in the capital of the Company existing on the approval date of the respective Program, plus the shares representing Units that might have been issued considering all granted Options, net of forfeited and exercised Options. g. Maximum number of options to be granted The Plan does not provide for the maximum number of Options to be granted, observing the limit described in item “f” above. h. Conditions for acquisition of shares The conditions for the acquisition of shares or Units issued by the Company are provided for in the Programs and respective Option Agreements. In the scope of the 2008, 2009, 2010, 2011 and 2012 Programs, the Simple Options may be exercised in the ratio of 1/3 of the total granted, per year, as of the end of the first, second and third subsequent years counted as from the signature date of the respective Option Agreement, provided that the maximum period of five years counting as from the said signature data of the respective Option Agreement. Bonus Options granted in the 2011 program may be exercised in the ratio of 25%, 25% and 50% of the total amount granted per year after the end of the third, fourth and fifth subsequent years, counted from the signature date of the Option Agreement for the Acquisition of Units, observing the maximum exercise period of six years. Likewise, Bonus Options granted in the 2012 and 2013 programs may be exercised in the ratio of 1/3 of the total amount granted, per year, after the end of the third, fourth and fifth subsequent years, counted as from the signature date of the Option Agreement for the Acquisition of Units entered into with each beneficiary, observing the maximum exercise period of six years counted as from said signature date of the respective Option Agreement. Under the terms of the Plan, the acquisition of the right to exercise Bonus Option is conditioned to the fulfillment of a positive covenant supported by the maintenance of the ownership of units until the exercise of the portion corresponding to the Bonus Option. Both Simple and Bonus Options shall depend on the Beneficiary’s maintenance of his/her term of office at the Company or its subsidiaries, unless otherwise resolved by the Board of Directors and/or the Compensation Committee. 290 Reference Form – 2014 – SUL AMERICA S/A Version: 19 13.4 - Share-based payment plan of the board of directors and statutory board of executive officers i. Criteria for setting the acquisition or exercise price Under the terms of the 2008, 2009, 2010, 2011, 2012 and 2013 Programs, the price of shares or Units to be acquired by the beneficiaries as a result of the exercise: (i) of Simple Options shall be equivalent to the average price of the Units of the Company in the closing of 30 sessions on BM&FBovespa immediately prior to the signature date of the respective Option Agreement, and (ii) of Bonus Options shall be equivalent to the average price, weighted by movement, of the last session prior to the signature of the agreement, considering that a discount of up to 20% in relation to the average price calculated may be granted. According to the Plan (a) the exercise price of Simple Options shall be equivalent of the average price of units in the closing of the 30 sessions in BM&FBovespa immediately prior to the signature date of the Option Agreement, taking into account that, as provided for in the respective Option Program and Agreement, it could be added by interest or monetary adjustment based on the variation of a price index to be determined by the Board of Directors or Compensation Committee, and (b) the exercise price of Bonus Option shall be the positive covenant by the Beneficiary, represented by the obligation of maintaining the ownership of the respective Restricted Units unchanged and without any type of lien, over the grace period during which such Bonus Options cannot not be exercised, as set out in the corresponding Program (the Board of Directors or the Compensation Committee being able to set the performance targets which fulfillment is a condition for exercising the Bonus Options. In case the Company exercises the priority right to dispose to the Beneficiary the Restricted Units upon delivery of the treasury shares, the selling price of Restricted Units shall be equivalent to the closing price of the units in the session of BM&FBovespa immediately prior to the selling date (the Board of Directors or the Compensation Committee, as the case may be, being able apply the discount provided for of 20%). In the event the priority right of the Company is not exercised, the Restricted Units cannot be vested by the Beneficiary in stock exchange, the acquisition price being the current market price, without the 20% discount. Note that the Board of Directors or Committee, as the case may be, can, in the launch of each Program, establish that Beneficiaries are granted a discount of up to 20% when setting the acquisition price of Restricted Units, in case the units representing shares held in treasury by the Company are disposed. j. Criteria for setting the exercise price The Compensation Committee defined the Options exercise periods for the 2008, 2009, 2010, 2011, 2012 and 2013 Programs, as described in item “h” above, aiming at alighning the interests of the beneficiaries with the medium and long-term goals of SulAmérica. k. Settlement Having observed the special provisions established in each Option Agreement, the Plan establishes that the price of each unit in the scope of Simple Options and Restricted Units, when applicable, granted shall be fully paid in cash, on the exercise date of the respective option. In the case of Bonus Options, to settle them, the beneficiary shall provide evidence on the fulfillment of the obligation mentioned in item (h) above. 291 Reference Form – 2014 – SUL AMERICA S/A Version: 19 13.4 - Share-based payment plan of the board of directors and statutory board of executive officers Once the special provisions provided for in each Program and Option Agreement are observed, the Plan establishes that (a) the payment of the Exercise Price of Simple Options shall be made in cash, in national currency, and (b) the payment of the Exercise Price of Bonus Options shall be confirmed by the positive covenant mentioned in item 13.4.i, which shall be expressly declared by the Beneficiary and recognized by the Company under the terms provided for in the respective applicable Option Programs and Agreements. In the scope of the 2008, 2009, 2010, 2011 and 2012 Programs, after the exercise of the respective Option, the beneficiaries shall be free to sell the units acquired in view of the exercise of the Bonus Option and the portion corresponding to the Restricted Units, as the case may be, provided that the priority right of the Company to acquire the totality units arising from exercised Options, as well as the Restricted Units is observed. According to the Plan, the Board of Directors or Compensation Committee, as the case may be, could establish, in each Program, a quiet period applicable to the units acquired as a result of the exercise of the Option, which shall never be in excess of 10 years, counted as of the date of its acquisition, during which the Beneficiary could not sell, transfer or dispose them in any way. In the case of the Restricted Units, the fulfillment of the condition provided for in item 13.4.i shall be optional, being nevertheless the payment of the Exercise Price of Bonus Options. Except for otherwise decided by the Board of Directors and/or Compensation Committee, as the case may be, if the Beneficiary dispose the Restricted Units, in any way, non-fulfilling the positive covenant provided for in item 13.4.i: (i) all Bonus Options not yet exercised shall expire, without right to indemnification, whether they are vested or not; and (ii) the discount granted on the selling price of Restricted units shall be lost by the Beneficiary, any amounts owed to the Beneficiary by the Company in the scope of the Plan being required to be returned by the Beneficiary to the Company, under the terms provided for in the respective Option Program and Agreement. l. Share transfer restrictions Since, as informed under item “i” above, maintaining the ownership of the Restricted Units is the exercise price of the Bonus Options, selling the Restricted Units implies the forfeiture of the corresponding Bonus Options, by operation of the law. In the 2008, 2009, 2010, 2011, 2012 and 2013 Programs, after exercising the corresponding Option, the Units acquired by virtue of the exercise of Bonus Option and the corresponding portion of the Restricted Units, as the case may be, shall be immediately free for sale by the beneficiary, provided that the Company’s priority right to acquire the totality of the Units deriving from the exercised of the Options, as well as the Restricted Units, is observed. m. Criteria and events that, after verification, shall result in suspension, change or termination of the plan In the events of dissolution and liquidation of Company, the Plan and the Options granted based on it shall become automatically terminated. The Plan may also be terminated at any time on decision of the Shareholders’ Meeting. In this case, the end of the effective term of the Plan shall not affect the validity of the Options still in effect granted based on the Plan. In the event of corporate restructuring involving the Company, such as transformation, merger, acquisitions and spin-offs, in which it is not the remaining company, the Plan shall terminate and any Option granted thus far shall be forfeited, unless the Board of Directors and/or Compensation Committee and the involved companies resolve on the applicable adjustments. 292 Reference Form – 2014 – SUL AMERICA S/A Version: 19 13.4 - Share-based payment plan of the board of directors and statutory board of executive officers According to the Plan, (a) the Board of Directors or Compensation Committee, as the case may be, shall have powers to extend (or advance, only in the events previously provided for in the Option Agreement) all or individual vesting period of the Option and the due date for the exercise of Options then in effect, as well as modify the terms and conditions of the granted Options in order to adapt them to (i) occasional requirements that are imposed in view of any legal or regulatory amendment applicable to the Plan, Programs or Agreements; or (ii) material change in the market conditions that justify the corresponding modification; (b) except for specific events, when ends, for any reason, the term of office of the management member in the Company or in its subsidiaries, thus terminating the employment or service contract, as the case may be, the full right to the Option which vesting right is not yet granted to the Beneficiary as of that date, including the Bonus Shares, shall be terminated; (c) the Board of Directors or Compensation Committee could establish the special term for exercise and respective payment of the Option, whether Simple or Bonus, whereby rights are already vested, taking into account that such term could be shorter than the original one. After this period, the Options shall have their full right forfeited, the Beneficiary not being entitled to any indemnification; (d) in case of death of the Beneficiary, the exercise right of the Option set out in the Option Agreement, be it vested or not, could be transferred and, as the case may be, advanced, being able to be exercised, in full or partially, to the heirs or successors of the Beneficiary, by means of legal succession or will provisions, over a term established by the Board of Directors or Compensation Committee, as the case may be, at the same prices and other conditions defined in the Option Agreement, after which the Option shall be empty of full right, without such heirs or successors being entitled to any indemnification; (e) in case of permanent disability by the Beneficiary to exercise her/his duties in the Company, the Option (including the Bonus Options), whether it is vested or not, could be maintained in full or in part, for exercise by the Beneficiary or its curator over a term to be established by the Board of Directors or Compensation Committee, as the case may be, after which the Option shall be null of full rights, without the Beneficiary being entitled to any indemnification; and (f) also, the Options shall be null of full rights: by its full exercise as authorized in the Plan; by lapse of the exercise period; by the termination of the term of office of the Beneficiary in the Company or its subsidiaries, of the employment or service contract, as the case may be, respecting the provisions in item 12 and subitems of the Plan; and in case of Bonus Options, in the event the positive covenant provided for in item 13.4.i is not fulfilled. n. Effects of the exit of a management member from a SulAmérica term of office on the rights provided for in the share-based payment plan According to the terms of the Plan, whenever the term of office of any management member in SulAmérica is terminated, for whatever reason, the Option right is forfeited, which is not yet vested to beneficiary as of that date, except in the case of death and permanent disability of the beneficiary to exercise his/her duties. Additionally, in extraordinary cases, provided that the termination of the term of office or employment contract occurs by the Company’s decision and without just cause, the Board of Directors or the Compensation Committee may at their sole discretion, (i) advance the vesting date of the Option, which has not yet vested on the termination date, establishing a special period for the respective exercise and payment; or (ii) decide to maintain the Options effective so that they may be exercised in the terms and conditions established in the respective Programs. In regards to the Option, whereby the exercise right is not yet vested, observed the rules of each Option Agreement, the Board of Directors or the Compensation Committee may establish a special exercise period and the respective payment of the Option, which cannot be shorter than the previously granted stated period. 293 Reference Form – 2014 – SUL AMERICA S/A Version: 19 13.4 - Share-based payment plan of the board of directors and statutory board of executive officers According to the Plan, if the term of office of the management member of the Company or its subsidiaries ends for any reason, or if the employment or service contract is terminated, as the case may be, the full right shall end, without indemnification or loss of the variable compensation to which the Beneficiary is possibly entitled until the date of the respective termination of the term of office or employment or service contract, the Option which exercise right is not yet vested in the Beneficiary on such date, including that of the Bonus Options. However, in extraordinary cases, and provided that the end of the term of office of the management member or employment or service contract takes place because of the Company’s decision and without the occurrence of the event of dismissal with cause (or, in the case of management members, without the occurrence of facts that would characterize with cause should such individual be an employee of the Company), the Board of Directors or Compensation Committee, as the case may be, could, at its sole criteria, (i) advance the vesting date of exercise right of Options which exercise right is not yet vested on the termination date, setting a special term for the respective exercise and payment; or (ii) decide to maintain the Options in effect, so that they are exercised over the terms and conditions provided for in the respective Programs. Also, in relation to the Option, whether Simple or Bonus one, which exercise right has already been vested, according to the rules of the Option Agreement, the Board of Directors or Compensation Committee could establish the special term for exercise and respective Option payment, which could never be shorter than the originally granted term. After this term, the Options shall be forfeited, without the Beneficiary being entitled to any indemnification. Also, except for specific otherwise decision by the Board of Directors or Compensation Committee, as the case may be, in the events mentioned above, (i) the discount granted on the selling price of the Restricted Units shall be lost by the Beneficiary, having to be returned by the Beneficiary to the Company or refunded with any amounts owed to the Beneficiary by the Company in the scope of this Plan, under the terms provided for in the respective Program and Contract; and (ii) shall remain effective the possible priority rights of the Company established in relation to the Restricted units and those acquired in view of the exercise of Options, under the terms of the Plan. 294 Reference Form – 2014 – SUL AMERICA S/A Version: 19 13.5 – Interests comprising shares, units and other convertible securities, held by management and fiscal council members – by body Securities held, as of the closing date of the last fiscal year (December 31, 2013), by the members of the board of directors, statutory board of executive officers or fiscal council of the Company issued by Company Number of Number of Number of Units* common preferred (in units) shares shares (in units) (in units) Board of Directors..................................... 35,168 35,168 70,336 Statutory Board of Executive Officers…........... 122,797 122,797 245,594 Fiscal Council ............................................. * Stock certificates, registered, book-entry and with no par value, each of them representing one common share and two preferred shares, all registered, book-entry and with no par value, issued by the Company. Securities held, as of the closing date of the last fiscal year (December 31, 2013), by members of the board of directors, statutory board of executive officers or fiscal council of Company issued by Sulasapar Participações S.A. (Direct parent company) Number of Number of Number of Units* common preferred (in units) shares shares (in units) (in units) Board of Directors..................................... Statutory Board of Executive Officers…........... Fiscal Council of the Company.......................... - Securities held, as of the closing date of the last fiscal year (December 31, 2013), by members of the board of directors, statutory board of executive officers or fiscal council of Company issued by Sulasa Participações S.A. (Indirect parent company) Number of Number of Number of Units* common preferred (in units) shares shares (in units) (in units) Board of Directors..................................... 4,029,523,069(1) 8,059,046,117(2) Statutory Board of Executive Officers…........... Fiscal Council of the Company.......................... (1) (2) 2,153,353,116 1,876,169,953 4,306,706,209 3,752,339,908 common shares owned by Isabelle Rose Marie de Sègur Lamoignon. common shares owned by Patrick Antonio Claude de Larragoiti Lucas. preferred shares owned by Isabelle Rose Marie de Sègur Lamoignon. preferred shares owned by Patrick Antonio Claude de Larragoiti Lucas. It is worth noting that Mr. Patrick Antonio Claude de Larragoiti Lucas has one share of the following companies: (i) Sul América Seguros de Pessoas e Previdência S.A.; (ii) Sul América Investimentos Distribuidora de Títulos e Valores Mobiliários S.A.; (iii) Sul América Santa Cruz Participações S.A.; (iv) Sul América Odontológico S.A.; (v) Sul América Serviços de Saúde S.A.; and (vi) Sul América Saúde Companhia de Seguros. 295 Reference Form – 2014 – SUL AMERICA S/A Version: 19 13.6 - Share-based compensation of the board of directors and statutory board of executive officers The 2008, 2009, 2010, 2011, 2012 and 2013 Programs granted stock options for the purchase of Units issued by the Company to the members of its Board of Executive Officers, as well as of the subsidiaries, as shown below. Company (Issuer) Body: Board of Executive Officers Number of members: 4.00 Estimated stock incentive for the current fiscal year (2014)1 e 2 Company (Issuer) 2009 Program .. 2010 Program .. 2011 Program .. 2012 Program .. 2013 Program .. Grant date Number (units) Date when exercisable Maximum term to exercise options Restriction period for transfer of Units 04.02.2009 04.01.2010 04.01.2010 04.01.2010 04.05.2011 04.05.2011 04.05.2011 04.05.20114 04.05.20114 04.05.20114 04.20.2012 04.20.2012 04.20.2012 04.04.2012 04.04.2012 04.04.2012 04.08.20134 04.08.20134 04.08.20134 87,578 34,215 83,637 99,588 118,302 118,302 118,301 15,761 15,761 31,523 97,913 97,913 97,913 42,716 42,716 44,013 48,445 48,445 49,912 04.02.2012 04.01.2011 04.01.2012 04.01.2013 04.05.2012 04.05.2013 04.05.2014 04.06.2014 04.06.2015 04.06.2016 04.20.2013 04.20.2014 04.20.2015 04.04.2015 04.04.2016 04.04.2017 04.08.2016 04.08.2017 04.08.2018 04.02.2014 04.01.2015 04.01.2015 04.01.2015 04.05.2016 04.05.2016 04.05.2016 04.06.2017 04.06.2017 04.06.2017 04.20.2017 04.20.2017 04.20.2017 04.04.2018 04.04.2018 04.04.2018 04.08.2019 04.08.2019 04.08.2019 – – – – - Options Fair value on date of granting (in reais) 1.76 2.23 3.33 4.06 4.25 4.56 4.71 16.23 16.23 16.23 2.99 3.22 3.34 13.36 13.36 13.36 12.98 12.98 12.98 Potential dilution in case all options are exercised N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 1. In accordance with the outstanding positions in the beginning of fiscal year 2012. 2. The information provided in this table includes the effects of the Company’s stock split, in the ratio of 3:1, occurred on July 28, 2010 and the effects of the bonus of 1.1907 shares carried out on June 24, 2013. 3. Shares held in treasury as a result of the Company’s stock repurchase programs aimed at their subsequent use in the Stock Option Plan of the Company. 4. These allotments refer to the Bonus Options Plan. The other allotments refer to the Simple Option Plan. 296 Reference Form – 2014 – SUL AMERICA S/A Version: 19 13.6 - Share-based compensation of the board of directors and statutory board of executive officers Company (Issuer) Body: Board of Executive Officers Number of members: 3.59 Stock incentive for the fiscal year 20131 e 2 Company (Issuer) 2009 Program .. 04.02.2009 117,373 2010 Program .. 04.01.2010 153,493 04.01.2010 202,915 04.01.2010 202,916 2011 Program .. 04.05.2011 224,541 04.05.2011 224,541 04.05.2011 224,540 04.06.20114 36,166 04.06.20114 36,166 04.06.20114 72,332 10.18.2011 5,932 10.18.2011 5,932 10.18.2011 5,932 2012 Program .. 04.20.2012 193,081 04.20.2012 193,081 04.20.2012 193,081 04.04.20124 92,734 04.04.20124 92,734 04.04.20124 95,545 2013 Program .. 04.08.20134 52,950 04.08.20134 52,950 04.08.20134 54,553 04.02.2012 04.01.2011 04.01.2012 04.01.2013 04.05.2012 04.05.2013 04.05.2014 04.06.2014 04.06.2015 04.06.2016 10.18.2012 10.18.2013 10.18.2014 04.20.2013 04.20.2014 04.20.2015 04.04.2015 04.04.2016 04.04.2017 04.08.2016 04.08.2017 04.08.2018 04.02.2014 04.01.2015 04.01.2015 04.01.2015 04.05.2016 04.05.2016 04.05.2016 04.06.2017 04.06.2017 04.06.2017 10.18.2016 10.18.2016 10.18.2016 04.20.2017 04.20.2017 04.20.2017 04.04.2018 04.04.2018 04.04.2018 04.08.2019 04.08.2019 04.08.2019 – – – – - - 1.76 2.23 3.33 4.06 4.25 4.56 4.71 16.23 16.23 16.23 2.54 2.58 2.61 2.99 3.22 3.34 13.36 13.36 13.36 12.98 12.98 12.98 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 5. In accordance with the outstanding positions in the beginning of 2012. 6. The information provided in this table includes the effects of the Company’s stock split, in the ratio of 3:1, occurred on July 28, 2010 and the effects of the bonus of 1.1907 shares carried out on June 24, 2013. 7. Shares held in treasury as a result of the Company’s stock repurchase program aimed at their subsequent use in the Stock Option Plan of Company. 8. These allotments refer to the Bonus Options Plan. The other allotments refer to the Simple Option Plan. 297 Reference Form – 2014 – SUL AMERICA S/A Version: 19 13.6 - Share-based compensation of the board of directors and statutory board of executive officers Company (Issuer) Body: Board of Executive Officers Number of members: 3.75 Stock incentive for the fiscal year 20121 e 2 Company (Issuer) Grant date 2008 Program .. 2009 Program .. 04.02.2008 04.02.2009 2010 Program .. 04.01.2010 04.01.2010 04.01.2010 04.05.2011 04.05.2011 04.05.2011 04.06.20114 04.06.20114 04.06.20114 2011 Program .. Number (units) Date when exercisable 46,612 93,464 93,464 153,501 153,501 153,501 171,244 171,244 171,244 32,507 32,507 65,012 04.02.2011 04.02.2011 04.02.2012 04.01.2011 04.01.2012 04.01.2013 04.05.2012 04.05.2013 04.05.2014 04.06.2014 04.06.2015 04.06.2016 Maximum term to exercise options 04.02.2013 04.02.2014 04.02.2014 04.01.2015 04.01.2015 04.01.2015 05.04.2016 05.04.2016 05.04.2016 04.06.2017 04.06.2017 04.06.2017 Restriction period for transfer of Units – – – - Options Fair value on date of granting (in reais) 2.12 1.48 1.76 2.23 3.33 4.06 4.25 4.56 4.71 16.23 16.23 16.23 Potential dilution in case all options are exercised N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 1. In accordance with the outstanding positions in the beginning of fiscal year 2012. 2. The information provided in this table includes the effects of the Company’s stock split, in the ratio of 3:1, occurred on July 28, 2010. 3. Shares held in treasury as a result of the Company’s stock repurchase program aimed at their subsequent use in the Stock Option Plan of Shares of the Company. 4. These allotments refer to the Bonus Options Plan. The other allotments refer to Simple Option Plan. 298 Reference Form – 2014 – SUL AMERICA S/A Version: 19 13.6 - Share-based compensation of the board of directors and statutory board of executive officers Company (Issuer) Body: Board of Executive Officers Number of members: 4.00 Stock incentive for the fiscal year 20111 e 2 Company (Issuer) 2008 Program .. 2009 Program .. 2010 Program .. Grant date Number (units) Date when exercisable Maximum term to exercise the options Restriction period for transfer of Units 04.02.2008 04.02.2009 04.02.2009 04.01.2010 04.01.2010 04.01.2010 189.771 377.299 377.299 205.281 205.278 205.278 04.02.2011 04.02.2011 04.02.2012 04.01.2011 04.01.2012 04.01.2013 04.02.2013 04.02.2014 04.02.2014 04.01.2015 04.01.2015 04.01.2015 – – – – – – Options Fair value on date of granting (in reais) 2.12 1.48 1.76 2.23 3.33 4.06 Potential dilution in case all options are exercised N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 1. In accordance with the outstanding positions in the beginning of fiscal year 2012. 2. The information provided in this table includes the effects of the Company’s stock split, in the ratio of 3:1, occurred on July 28, 2010. 3. Shares held in treasury as a result of the Company’s stock repurchase program aimed at their subsequent use in the Stock Option Plan of the Company. 299 Reference Form – 2014 – SUL AMERICA S/A Version: 19 13.6 - Share-based compensation of the board of directors and statutory board of executive officers Weighted average exercise price of each of the following group of options: Company (Issuer) Balance outstanding in the beginning of 2010 .................................. granted from 01.01.2010 to 07.28.2010 ............................................... forfeited from 01.01.2010 to 07.28.2010 .............................................. exercised from 01.01.2010 to 07.28.2010 ................................................. expired from 01.01.2010 to 07.28.2010 .................................................. Balance of outstanding Simple Options as of 07.28.2010 (before the stock split performed in the ratio of 3:1).... Balance of outstanding Simple Options as of 07.29.2010 (after the stock split performed in the ratio of 3:1)1 .... granted from 07.29.2010 to 12.31.2010 ................................................ forfeited from 07.29.2010 to 12.31.2010 .................................................... exercised from 07.29.2010 to 12.31.2010 ................................................ expired from 07.29.2010 to 12.31.2010 .................................................. Balance of outstanding Simple Options as of 12.31.2010 ................... granted during fiscal year 2011 ......................................... forfeited during fiscal year 2011 .............................................. exercised during fiscal year 2011 .............................................. expired during fiscal year 2011 .............................................. Balance of outstanding Simple Options as of 12.31.2011 ................... granted during fiscal year 2012 .......................................... forfeited during fiscal year 2012 .............................................. exercised during fiscal year 2012 .............................................. expired during fiscal year 2012 .............................................. Balance of outstanding Simple Options as of 12.31.2012, before the bonus of 1.1907 shares........................................... Balance of outstanding Simple Options as of 12.31.2012, considering the bonus of 1.1907 shares................................. granted during fiscal year 2013 ........................................... forfeited during fiscal year 2013 ............................................... exercised during fiscal year 2013 ............................................ expired during fiscal year 2013 .............................................. Balance of outstanding Simple Options in the beginning of the fiscal year 2014 Balance of Bonus Options as of 12.31.2010 ...................................... granted during fiscal year 2011 ........................................... forfeited during fiscal year 2011 .............................................. exercised during fiscal year 2011 ............................................. expired during fiscal year 2011 .............................................. Balance of Bonus Options as of 12.31.2011 ...................................... granted during fiscal year 2012 .......................................... forfeited during fiscal year 2012 .............................................. exercised during fiscal year 2012 ............................................. expired during fiscal year 2012 ............................................. Balance of Bonus Options as of 12.31.2012 ...................................... Balance of Bonus Options outstanding as of 12.31.2012, considering the bonus of 1.1907 shares................................. granted during fiscal year 2013 .......................................... forfeited during fiscal year 2013 .............................................. exercised during fiscal year 2013 ............................................. expired during fiscal year 2013 .............................................. Balance of Bonus Options outstanding in the beginning of the fiscal year 2014. Balance of Simple and Bonus Options outstanding in the beginning of the fiscal year 2014 ........................................ Options (amount in units) 104,591 128,917 39,212 194,296 Weighted average price (in reais) 21.72 47.70 22.69 38.85 582,888 12.95 582,888 446,400 1,029,288 514,263 171,112 1,372,439 12.95 19.09 - 1,947,358 13.13 0 414,678 61,695 0 1,470,985 14.23 10.78 14.15 109,202 109,202 188,501 297,703 425,677 - 160,453 246,838 339,292 1,330,386 - 15.61 16.52 9.94 17.32 As a result of the stock split approved in the Extraordinary Shareholders’ Meeting held on July 28, 2010, in which each common or preferred share was split into three shares of the same type, and the bonus of 1.1907 shares performed on June 24, 2013, it was necessary to adjust the number of Units and the price related to portions of granted options not exercised, observing the same split ratio. 300 Reference Form – 2014 – SUL AMERICA S/A Version: 19 13.6 - Share-based compensation of the board of directors and statutory board of executive officers Company and subsidiaries (Consolidated) Body: Board of Executive Officers of Company and Subsidiaries Number of members: 31 Share–based incentive for current fiscal year (2014)1 e 2 Company and subsidiaries (Consolidated) Grant date Number (units) Date when exercisable Maximum term to exercise the options Restriction period for transfer of Units Options Fair value on date of granting (in reais) Potential dilution in case all options are exercised 2009 Program .. 04.02.2009 04.02.2009 04.02.2009 27,204 27,204 141,985 04.02.2010 04.02.2011 04.02.2012 04.02.2014 04.02.2014 04.02.2014 - 1.06 1.48 1.76 N/A3 N/A3 N/A3 2010 Program .. 04.01.2010 04.01.2010 04.01.2010 10.01.2010 10.01.2010 10.01.2010 10.05.2010 10.05.2010 10.05.2010 239,808 302,407 348,869 14,517 14,517 14,519 4,972 4,972 4,972 04.01.2011 04.01.2012 04.01.2013 10.01.2011 10.01.2012 10.01.2013 10.05.2011 10.05.2012 10.05.2013 04.01.2015 04.01.2015 04.01.2015 10.01.2015 10.01.2015 10.01.2015 10.05.2015 10.05.2015 10.05.2015 - 2.23 3.33 4.06 3.96 5.13 5.90 2.96 4.27 5.14 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 2011 Program .. 04.05.2011 04.05.2011 04.05.2011 04.06.20114 04.06.20114 04.06.20114 04.18.2011 04.18.2011 04.18.2011 06.01.2011 06.01.2011 06.01.2011 06.15.2011 06.15.2011 06.15.2011 08.01.2011 08.01.2011 08.01.2011 08.11.2011 08.11.2011 08.11.2011 10.18.2011 10.18.2011 10.18.2011 487,730 395,870 395,877 27,553 27,553 55,098 15,594 15,594 15,593 51,298 51,298 51,299 6,440 6,440 6,440 8,200 8,200 8,200 35,306 35,306 35,306 34,405 28,473 28,474 04.05.2012 04.05.2013 04.05.2014 04.06.2014 04.06.2015 04.06.2016 04.18.2012 04.18.2013 04.18.2014 06.01.2012 06.01.2013 06.01.2014 06.15.2012 06.15.2013 06.15.2014 08.01.2012 08.01.2013 08.01.2014 08.11.2012 08.11.2013 08.11.2014 10.18.2012 10.18.2013 10.18.2014 04.05.2016 04.05.2016 04.05.2016 04.06.2017 04.06.2017 04.06.2017 04.18.2016 04.18.2016 04.18.2016 06.01.2016 06.01.2016 06.01.2016 06.15.2016 06.15.2016 06.15.2016 08.01.2016 08.01.2016 08.01.2016 08.11.2016 08.11.2016 08.11.2016 10.18.2016 10.18.2016 10.18.2016 - 4.25 4.56 4.71 16.23 16.23 16.23 4.24 4.58 4.72 4.20 4.48 4.59 3.74 3.95 4.06 3.02 3.12 3.20 1.96 1.98 2.03 2.54 2.58 2.61 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 2012 Program .. 04.04.20124 04.04.20124 04.04.20124 04.20.2012 04.20.2012 04.20.2012 131,054 131,054 135,026 499,843 435,928 435,934 04.04.2015 04.04.2016 04.04.2017 04.20.2013 04.20.2014 04.20.2015 04.04.2018 04.04.2018 04.04.2018 04.20.2017 04.20.2017 04.20.2017 - 13.36 13.36 13.36 2.99 3.22 3.34 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 2013 Program .. 04.08.20134 04.08.20134 04.08.20134 196,451 196,451 202,402 04.09.2016 04.09.2017 04.09.2018 04.09.2019 04.09.2019 04.09.2019 - 12.98 12.98 12.98 N/A3 N/A3 N/A3 1. In accordance with the outstanding positions in the beginning of fiscal year 2012. 2. The information provided in this table includes the effects of the Company’s stock split, in the ratio of 3:1, occurred on July 28, 2010 3. Shares held in treasury as a result of the Company’s stock repurchase program aimed at their subsequent use in the Stock Option Plan of the Company. 4. These allotments refer to the Bonus Options Plan. The other allotments refer to Simple Option Plan. 301 Reference Form – 2014 – SUL AMERICA S/A Version: 19 13.6 - Share-based compensation of the board of directors and statutory board of executive officers Company and subsidiaries (Consolidated) Body: Board of Executive Officers of Company and Subsidiaries Number of members: 29.91 Share-based payment for fiscal year 20131 e 2 Company and subsidiaries (Consolidated) Grant date Number (units) Date when exercisable Maximum term to exercise the options Restrictio n period for transfer of Units Options Fair value on date of granting (in reais) Potential dilution in case all options are exercised 2009 Program .. 04.02.2009 04.02.2009 04.02.2009 27,204 27,204 141,985 04.02.2010 04.02.2011 04.02.2012 04.02.2014 04.02.2014 04.02.2014 - 1.06 1.48 1.76 N/A3 N/A3 N/A3 2010 Program .. 04.01.2010 04.01.2010 04.01.2010 10.01.2010 10.01.2010 10.01.2010 10.05.2010 10.05.2010 10.05.2010 239,808 302,407 348,869 14,517 14,517 14,519 4,972 4,972 4,972 04.01.2011 04.01.2012 04.01.2013 10.01.2011 10.01.2012 10.01.2013 10.05.2011 10.05.2012 10.05.2013 04.01.2015 04.01.2015 04.01.2015 10.01.2015 10.01.2015 10.01.2015 10.05.2015 10.05.2015 10.05.2015 - 2.23 3.33 4.06 3.96 5.13 5.90 2.96 4.27 5.14 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 2011 Program .. 04.05.2011 04.05.2011 04.05.2011 04.06.20114 04.06.20114 04.06.20114 04.18.2011 04.18.2011 04.18.2011 06.01.2011 06.01.2011 06.01.2011 06.15.2011 06.15.2011 06.15.2011 08.01.2011 08.01.2011 08.01.2011 08.11.2011 08.11.2011 08.11.2011 10.18.2011 10.18.2011 10.18.2011 487,730 395,870 395,877 27,553 27,553 55,098 15,594 15,594 15,593 51,298 51,298 51,299 6,440 6,440 6,440 8,200 8,200 8,200 35,306 35,306 35,306 34,405 28,473 28,474 04.05.2012 04.05.2013 04.05.2014 04.06.2014 04.06.2015 04.06.2016 04.18.2012 04.18.2013 04.18.2014 06.01.2012 06.01.2013 06.01.2014 06.15.2012 06.15.2013 06.15.2014 08.01.2012 08.01.2013 08.01.2014 08.11.2012 08.11.2013 08.11.2014 10.18.2012 10.18.2013 10.18.2014 04.05.2016 04.05.2016 04.05.2016 04.06.2017 04.06.2017 04.06.2017 04.18.2016 04.18.2016 04.18.2016 06.01.2016 06.01.2016 06.01.2016 06.15.2016 06.15.2016 06.15.2016 08.01.2016 08.01.2016 08.01.2016 08.11.2016 08.11.2016 08.11.2016 10.18.2016 10.18.2016 10.18.2016 - 4.25 4.56 4.71 16.23 16.23 16.23 4.24 4.58 4.72 4.20 4.48 4.59 3.74 3.95 4.06 3.02 3.12 3.20 1.96 1.98 2.03 2.54 2.58 2.61 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 2012 Program .. 04.04.20124 04.04.20124 04.04.20124 04.20.2012 04.20.2012 04.20.2012 131,054 131,054 135,026 499,843 435,928 435,934 04.04.2015 04.04.2016 04.04.2017 04.20.2013 04.20.2014 04.20.2015 04.04.2018 04.04.2018 04.04.2018 04.20.2017 04.20.2017 04.20.2017 - 13.36 13.36 13.36 2.99 3.22 3.34 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 2013 Program .. 04.08.20134 04.08.20134 04.08.20134 196,451 196,451 202,402 04.09.2016 04.09.2017 04.09.2018 04.09.2019 04.09.2019 04.09.2019 - 12.98 12.98 12.98 N/A3 N/A3 N/A3 1. In accordance with the outstanding positions in the beginning of fiscal year 2012. 2. The information provided in this table includes the effects of the Company’s stock split , in the ratio of 3:1, occurred on July 28, 2010, and the effects of the bonus of 1.1907 shares carried out on June 24, 2016. 3. Shares held in treasury as a result of the Company’s stock repurchase program aimed at their subsequent use in the Stock Option Plan of the Company. 4. These allotments refer to the Bonus Options Plan. The other allotments refer to Simple Option Plan. 302 Reference Form – 2014 – SUL AMERICA S/A Version: 19 13.6 - Share-based compensation of the board of directors and statutory board of executive officers Company and subsidiaries (Consolidated) Body: Board of Executive Officers of the Company and Subsidiaries Number of members: 33 Stock incentive for fiscal year 20121 e 2 Company and subsidiaries (Consolidated) Grant date Number (units) Date when exercisable Maximum term to exercise the options Restriction period for transfer of Units Options Fair value on date of granting (in reais) Potential dilution in case all options are exercised 2008 Program .. 04.02.2008 04.02.2008 04.02.2008 04.30.2008 04.30.2008 04.30.2008 08.11.2008 08.11.2008 45,568 73,211 283,500 8,541 8,541 8,541 4,046 4,045 04.02.2009 04.02.2010 04.02.2011 04.30.2009 04.30.2010 04.30.2011 08.11.2010 08.11.2011 04.02.2013 04.02.2013 04.02.2013 04.30.2003 04.30.2013 04.30.2013 08.11.2013 08.11.2013 - 1.04 1.66 2.12 1.28 1.90 2.35 2.08 2.60 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 2009 Program .. 04.02.2009 04.02.2009 04.02.2009 163,443 582,595 935,845 04.02.2010 04.02.2011 04.02.2012 04.02.2014 04.02.2014 04.02.2014 - 1.06 1.48 1.76 N/A3 N/A3 N/A3 2010 Program .. 04.01.2010 04.01.2010 04.01.2010 10.01.2010 10.01.2010 10.01.2010 10.05.2010 10.05.2010 10.05.2010 328,361 496,953 496,953 14,518 14,518 14,519 4,972 4,972 4,972 04.01.2011 04.01.2012 04.01.2013 10.01.2011 10.01.2012 10.01.2013 10.05.2011 10.05.2012 10.05.2013 04.01.2015 04.01.2015 04.01.2015 10.01.2015 10.01.2015 10.01.2015 10.05.2015 10.05.2015 10.05.2015 - 2.23 3.33 4.06 3.96 5.13 5.90 2.96 4.27 5.14 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 2011 Program .. 04.05.2011 04.05.2011 04.05.2011 04.06.20114 04.06.20114 04.06.20114 04.18.2011 04.18.2011 04.18.2011 05.12.2011 05.12.2011 05.12.2011 06.01.2011 06.01.2011 06.01.2011 06.15.2011 06.15.2011 06.15.2011 08.01.2011 08.01.2011 08.01.2011 08.11.2011 08.11.2011 08.11.2011 10.18.2011 10.18.2011 10.18.2011 608,360 608,360 608,360 55,666 55,666 111,311 15,595 15,595 15,595 18,126 18,126 18,126 51,301 51,301 51,301 6,440 6,440 6,440 8,200 8,200 8,200 35,308 35,308 35,308 34,406 34,406 34,406 04.05.2012 04.05.2013 04.05.2014 04.06.2015 04.06.2016 04.06.2017 04.18.2012 04.18.2013 04.18.2014 05.12.2012 05.12.2013 05.12.2014 06.01.2012 06.01.2013 06.01.2014 06.15.2012 06.15.2013 06.15.2014 08.01.2012 08.01.2013 08.01.2014 08.11.2012 08.11.2013 08.11.2014 10.18.2012 10.18.2013 10.18.2014 04.05.2016 04.05.2016 04.05.2016 04.06.2017 04.06.2017 04.06.2017 04.18.2016 04.18.2016 04.18.2016 05.12.2016 05.12.2016 05.12.2016 06.01.2016 06.01.2016 06.01.2016 06.15.2016 06.15.2016 06.15.2016 08.01.2016 08.01.2016 08.01.2016 08.11.2016 08.11.2016 08.11.2016 10.18.2016 10.18.2016 10.18.2016 - 4.25 4.56 4.71 16.23 16.23 16.23 4.24 4.58 4.72 4.14 4.58 4.45 4.20 4.48 4.59 3.74 3.95 4.06 3.02 3.12 3.20 1.96 1.98 2.03 2.54 2.58 2.61 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 1. In accordance with the outstanding positions in the beginning of fiscal year 2012. 2. The information provided in this table includes the effects of the Company’s stock split ,in the ratio of 3:1, occurred on July 28, 2010, and the effects of the bonus of 1.1907 shares carried out on June 24, 2013. 3. Shares held in treasury as a result of the Company’s stock repurchase program aimed at their subsequent use in the Stock Option Plan of the Company. 4. These allotments refer to the Bonus Options Plan. The other allotments refer to the Simple Option Plan. 303 Reference Form – 2014 – SUL AMERICA S/A Version: 19 13.6 - Share-based compensation of the board of directors and statutory board of executive officers Company and subsidiaries (Consolidated) Body: Board of Executive Officers of the Company and Subsidiaries Number of members: 32 Stock incentive for fiscal year 20111 e 2 Company and subsidiaries (Consolidated) Grant date Number (units) Date when exercisable Maximum term to exercise the options Restriction period for transfer of Units Options Fair value on date of granting (in reais) Potential dilution in case all options are exercised 2008 Program .. 04.02.2008 04.02.2008 04.02.2008 04.30.2008 04.30.2008 04.30.2008 08.11.2008 08.11.2008 45,569 87,376 573,458 8,541 8,541 8,541 4,047 4,044 04.02.2009 04.02.2010 04.02.2011 04.30.2009 04.30.2010 04.30.2011 08.11.2010 08.11.2011 04.02.2013 04.02.2013 04.02.2013 04.30.2003 04.30.2013 04.30.2013 08.11.2013 08.11.2013 - 1.04 1.66 2.12 1.28 1.90 2.35 2.08 2.60 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 2009 Program .. 04.02.2009 04.02.2010 04.02.2014 - 1.06 N/A3 04.02.2011 04.02.2014 - 1.48 N/A3 04.02.2009 190,647 1,288,8 98 1,288,8 93 04.02.2012 04.02.2014 - 1.76 N/A3 04.01.2010 04.01.2010 04.01.2010 10.01.2010 10.01.2010 10.01.2010 10.05.2010 10.05.2010 10.05.2010 686,475 686,475 686,479 14,519 14,518 14,518 4,972 4,972 4,972 04.01.2011 04.01.2012 04.01.2013 10.01.2011 10.01.2012 10.01.2013 10.05.2011 10.05.2012 10.05.2013 04.01.2015 04.01.2015 04.01.2015 10.01.2015 10.01.2015 10.10.2015 10.05.2015 10.05.2015 10.05.2015 - 2.23 3.33 4.06 3.96 5.13 5.90 2.96 4.27 5.14 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 N/A3 04.02.2009 2010 Program .. 1. In accordance with the outstanding positions in the beginning of fiscal year 2012. 2. The information provided in this table includes the effects of the Company’s stock split , in the ratio of 3:1, occurred on July 28, 2010, and the effects of the bonus of 1.1907 shares carried out on June 24, 2013. 3. Shares held in treasury as a result of the Company’s stock repurchase program aimed at their subsequent use in the Stock Option Plan of the Company. 304 Reference Form – 2014 – SUL AMERICA S/A Version: 19 13.6 - Share-based compensation of the board of directors and statutory board of executive officers Weighted average exercise price of each of the following group of options: Company and subsidiaries (Consolidated) Options (in Units) Outstanding in the beginning of Fiscal Year 2010 ........................................ granted from 01.01.2010 to 07.28.2010 ..................................................... forfeited from 01.01.2010 to 07.28.2010 .......................................................... exercised from 01.01.2010 to 07.28.2010 ........................................................ expired from 01.01.2010 to 07.28.2010 ........................................................ Balance of outstanding Simple Option as of 07.28.2010 (before stock split performed in the ratio of 3:1) ........ Balance of Options Simples outstanding as of 07.29. 2010 (after the stock split performed in the ratio of 3:1)1 ......... granted from 07.29.2010 to 12.31.2010 ....................................................... forfeited from 07.29.2010 to 12.31.2010.......................................................... exercised from 07.29.2010 to 12.31.2010........................................................ expired from 07.29.2010 to 12.31.2010....................................................... Balance of outstanding Simple Option as of 12.31.2010 ............................ granted during fiscal year 2011 ................................................ forfeited during fiscal year 2011 .................................................... exercised during fiscal year 2011 ................................................... expired during fiscal year 2011 ................................................... Balance of outstanding Simple Option as of 12.31.2011 ........................... granted during fiscal year 2012 ................................................ forfeited during fiscal year 2012 .................................................... exercised during fiscal year 2012 .................................................... expired during fiscal year 2012 ................................................... Balance of outstanding Simple Option as of 12.31.2012 ............................ Balance of outstanding Simple Option as of 12.31.2012, considering the bonus of 1.1907 shares(1) ..................................... granted during fiscal year 2013 ............................................... forfeited during fiscal year 2013 ..................................................... exercised during fiscal year 2013 ................................................... expired during fiscal year 2013 ................................................... outstanding owned by former members of the Statutory Board of Executive Officers (end of 2013)(2) Balance of outstanding Simple Option in the beginning of fiscal year 2014 . 1,668,014 647,323 174,750 469,909 - Weighted average price (in reais) 21.72 47.69 28.66 22.14 - 1,670,678 30.94 5,012,034 49,108 131,532 204,274 4,725,336 2,334,229 1,035,956 1,125,797 4,897,812 1,602,966 302,154 1,132,957 5,065,667 10.31 17.17 11.96 7.51 10.46 19.07 14.18 9.53 13.99 16.52 17.40 7.31 17.32 6,031,485 0 678,297 811,391 - 13.84 14.53 10.13 - 302,803 4,238,994 12.21 14.29 Balance of Bonus Options as of 12.31.2010 .............................................. granted during fiscal year 2011 ................................................. 236,661 forfeited during fiscal year 2011 ..................................................... 49,675 exercised during fiscal year 2011 .................................................... expired during fiscal year 2011 .................................................... Balance of Bonus Options as of 12.31.2011 ............................................. 186,986 granted during fiscal year 2012 ................................................ 499,253 forfeited during fiscal year 2012 .................................................... 34,632 exercised during fiscal year 2012 .................................................... expired during fiscal year 2012 ................................................... Balance of Bonus Options as of 12.31.2012 ............................................. 651,607 Balance of Bonus Options outstanding as of 12.31. 2012, considering the bonus of 1.1907 shares ........................................ 769,782 granted during fiscal year 2013 ................................................ 632,406 forfeited during fiscal year 2013 .................................................... 299,546 exercised during fiscal year 2013 .................................................... expired during fiscal year 2013 ................................................... outstanding owned by former members of the Statutory Board of Executive Officers (end of 2013) ...... Balance of outstanding Simple Option in the beginning of fiscal year 2014……. 1,102,642 Balance of Simple and Bonus Options outstanding in the beginning of the fiscal year 2014 ...................................................... 5,341,636 (1) As a result of the stock split approved in the Extraordinary Shareholders’ Meeting held on July 28, 2010, in which each common or preferred share was split into three shares of the same type, and the bonus of 1.1907 shares performed on June 24, 2013, it became necessary to adjust the number of units and price related to the portions not exercised of granted options, observing the same stock split ratio. (2) In this group the Options outstanding of Statutory Executive Officers who received compensation during their terms of office, and who already left the company, but have not yet exercised or are no longer entitled to the options. 305 Reference Form – 2014 – SUL AMERICA S/A Version: 19 13.7 - Information on outstanding options held by the board of directors and statutory board of executive officers Statutory board of executive officers of the Company Outstanding options at the end of fiscal year as of December 31, 2013 2009 Program Number of members ............................................................. Options not yet exercisable of the Company .......................... Amount (units) .................................................................. Date when they shall become exercisable ................................ Maximum term to exercise the options .................................... Restriction period for transfer of units ................................ Weighted average exercise price (in reais) .......................... Fair value as of the last day of the fiscal year (in reais) ……………… Exercisable options of the Company and its subsidiaries Amount (units) ................................................................ Maximum term to exercise the options................................... Restriction period for transfer of units................................. Weighted average exercise price (in reais) ............................ Fair value as of the last day of the fiscal year (in reais) . Fair value as of the last day of the fiscal year (in R$ thousand) ..... Board of Directors None - Company’s statutory board of executive officers 3.59 - - 87,578 February 4,2014 5.64 1.76 154 Outstanding options at the end of fiscal year as of December 31, 2013 2010 Program Number of members ............................................................. Options not yet exercisable of the Company .......................... Amount (units) .................................................................. Date when they shall become exercisable ................................... Maximum term to exercise the options .................................... Restriction period for transfer of units ................................ Weighted average exercise price (in reais) .......................... Fair value as of the last day of the fiscal year (in reais) ………………. Exercisable options of the Company and its subsidiaries Amount (units) ................................................................ Board of Directors None Company’s statutory board of executive officers 3.59 - - - 137,543 186,965 202,916 April 01, 2015 April 01, 2015 April 01, 2015 13.35 13.35 13.35 2.23 3.33 4.06 137 187 203 Maximum term to exercise the options................................... - Restriction period for transfer of units................................. Weighted average exercise price (in reais) ............................ - Fair value of options as of the last day of the year (in reais) .......... - Fair value of total options as of the last day of the year (in R$ thousand)………………... - 306 Reference Form – 2014 – SUL AMERICA S/A Version: 19 13.7 - Information on outstanding options held by the board of directors and statutory board of executive officers Outstanding options at the end of fiscal year ended December 31, 2013 2011 Program Board of Directors Number of members ............................................................. Options not yet exercisable of the Company .......................... Amount (units) .................................................................. - Date when they shall become exercisable ................................ - Maximum term to exercise the options .................................... - Restriction period for transfer of units ................................ Weighted average exercise price (in reais) .......................... Fair value of options as of the last day of the year (in reais) …… - Exercisable options of the Company and its subsidiaries Amount (units)................................................................ - Maximum term to exercise the options................................... - Restriction period for transfer of units................................. Weighted average exercise price (in reais) ............................ - Fair value of options as of the last day of the fiscal year (in reais) . - Fair value of total options as of the last day of the fiscal year (in R$ thousand) ............. - Company’s statutory board of executive officers 3.59 118,301 15,761 15,761 31,523 April 05, 2014 April 06, 2014 April 06, 2015 April 06, 2016 April 05, 2014 April 06, 2017 April 06, 2017 April 06, 2017 16.13 4.71 16.23 16.23 16.23 224,541 118,302 5,932 April 05, 2016 April 05, 2016 October 18, 2016 16.13 16.13 13.05 4.25 4.56 2.54 954 539 15 307 Reference Form – 2014 – SUL AMERICA S/A Version: 19 13.7 - Information on outstanding options held by the board of directors and statutory board of executive officers Outstanding options at the end of fiscal year ended December 31, 2013 2012 Program Board of Directors Number of members ............................................................. Options not yet exercisable of the Company .......................... Amount (units) .................................................................. - Date when they shall become exercisable ................................ - Maximum term to exercise the options .................................... - Restriction period for transfer of units ................................ Weighted average exercise price (in reais) .......................... - Fair value of options as of the last day of the fiscal year (in reais) …………………….. - Exercisable options of the Company and its subsidiaries Amount (units)................................................................ Maximum term to exercise the options................................... Restriction period for transfer of units................................. Weighted average exercise price (in reais) ............................ Fair value of options as of the last day of the fiscal year (in reais) . Fair value of total options as of the last day of the fiscal year (in R$ thousand) ............. Company’s statutory board of executive officers 3.59 97,913 97,913 42,716 42,716 44,013 April 20, 2014 April 20, 2015 April 04, 2015 April 04, 2016 April 04, 2017 April 20, 2017 April 20, 2017 April 04, 2018 April 04, 2018 April 04, 2018 13.87 13.87 3.22 3.24 15.91 15.91 15.91 - 193,081 April 20, 2017 13.87 2.99 - 577 308 Reference Form – 2014 – SUL AMERICA S/A Version: 19 13.7 - Information on outstanding options held by the board of directors and statutory board of executive officers Outstanding options at the end of fiscal year ended December 31, 2013 2013 Program Board of Directors Number of members ............................................................. Options not yet exercisable of the Company .......................... Amount (units) .................................................................. - Date when they shall become exercisable ................................... - Maximum term to exercise the options .................................... - Restriction period for transfer of units ................................ Weighted average exercise price .......................... Fair value of options as of the last day of the fiscal year (in reais) …………………….. - Exercisable options of the Company and its subsidiaries Amount (units)................................................................ Maximum term to exercise the options ................................... Restriction period for transfer of units ................................ Weighted average exercise price (in reais) .......................... Fair value of options as of the last day of the fiscal year (in reais) …………………….. Fair value of total options as of the last day of the fiscal year (in R$ thousand) .............. None - Company’s statutory board of executive officers 3.59 48,445 48,445 49,912 April 20, 2014 April 20, 2015 April 04, 2015 April 20, 2017 April 20, 2017 April 04, 2018 12.98 12.98 12.98 - - - 309 Reference Form – 2014 – SUL AMERICA S/A Version: 19 13.7 - Information on outstanding options held by the board of directors and statutory board of executive officers The Statutory Board of Executive Officers of the Company and subsidiaries (Consolidated) Outstanding options at the end of fiscal year ended December 31, 2013 2009 Program Board of Directors Number of members ............................................................. Options not yet exercisable of the Company .......................... Amount (units) .................................................................. Date when they shall become exercisable ................................... Maximum term to exercise the options .................................... Restriction period for transfer of units ................................ Weighted average exercise price (in reais) .......................... Fair value of options as of the last day of the fiscal year (in reais) Exercisable options of the Company and its subsidiaries Amount (units)................................................................ None - Maximum term to exercise the options ................................... - Restriction period for transfer of units ................................ Weighted average exercise price (in reais) .......................... - Fair value of options as of the last day of the fiscal year (in reais) …………………….. - Fair value of total options as of the last day of the fiscal year (in R$ thousand) .............. - Statutory Board of Executive Officers of the Company and subsidiaries (consolidated) 29.91 27,204 27,204 141,985 April 02, 2014 April 02, 2014 April 02, 2014 5.64 5.64 5.64 1.06 1.48 1.76 29 40 250 310 Reference Form – 2014 – SUL AMERICA S/A Version: 19 13.7 - Information on outstanding options held by the board of directors and statutory board of executive officers Outstanding options at the end of fiscal year ended December 31, 2013 2010 Program Board of Directors Number of members ............................................................. Options not yet exercisable of the Company .......................... Amount (units) .................................................................. Date when they shall become exercisable ................................... Maximum term to exercise the options .................................... Restriction period for transfer of units ................................ Weighted average exercise price (in reais) .......................... Fair value of options as of the last day of the year (in reais) ……… Exercisable options of the Company and its subsidiaries Amount (units)................................................................ None - Maximum term to exercise the options ................................... - Restriction period for transfer of units ................................ Weighted average exercise price (in reais) .......................... - Fair value of options as of the last day of the fiscal year (in reais) …………………….. - Fair value of total options as of the last day of the fiscal year (in R$ thousand) .............. - Statutory Board of Executive Officers of the Company and subsidiaries (consolidated) 29.91 239,808 302,407 348,869 14,517 14,517 14,519 4,972 4,972 4,972 April 01, 2015 April 01, 2015 April 01, 2015 October 01, 2015 October 01, 2015 October 01, 2015 October 05, 2015 October 05, 2015 October 05, 2015 13.35 13.35 13.35 13.92 13.92 13.92 15.87 15.87 15.87 2.23 3.33 4.06 3.96 5.13 5.9 2.96 4.27 5.14 535 1007 1416 57 74 86 15 21 26 311 Reference Form – 2014 – SUL AMERICA S/A Version: 19 13.7 - Information on outstanding options held by the board of directors and statutory board of executive officers Outstanding options at the end of fiscal year ended December 31, 2013 2011 Program Board of Directors Number of members ............................................................. Options not yet exercisable of the Company .......................... Amount (units) .................................................................. - Date when they shall become exercisable ................................... - Maximum term to exercise the options .................................... - Restriction period for transfer of units ................................ Weighted average exercise price (in reais) .......................... - Fair value of options as of the last day of the year (in reais) …………………….. - Statutory Board of Executive Officers of the Company and subsidiaries (consolidated) 29.91 395,877 15,593 51,299 6,400 8,200 35,306 28,474 27,553 27,553 55,098 April 05, 2014 April 18, 2014 June 01, 2014 June 15, 2014 August 01, 2014 August 11, 2014 October 18, 2014 April 06, 2014 April 06, 2015 April 06, 2016 April 05, 2016 April 18, 2016 June 01, 2016 June 15, 2016 August 01, 2016 August 11, 2016 October 18, 2016 April 6, 2017 April 6, 2017 April 6, 2017 16.13 16.22 16.60 16.20 15.95 15.02 13.05 0.00 0.00 0.00 4.71 4.72 5.59 4.06 3.2 2.03 2.61 16.23 16.23 16.23 312 Reference Form – 2014 – SUL AMERICA S/A Version: 19 13.7 - Information on outstanding options held by the board of directors and statutory board of executive officers Exercisable options of the Company and its subsidiaries Amount (units)................................................................ - Maximum term to exercise the options ................................... - Restriction period for transfer of units ................................ Weighted average exercise price (in reais) .......................... - Fair value of options as of the last day of the fiscal year (in reais) …………………….. - Fair value of total options as of the last day of the fiscal year (in R$ thousand) .............. - 487,730 395,870 15,594 15,594 51,298 51,298 6,400 6,400 8,200 8,200 35,306 35,306 28,473 April 5, 2016 April 5, 2016 April 18, 2016 April 18, 2016 June 01, 2016 June 01, 2016 June 15, 2016 June 15, 2016 August 01, 2016 August 01, 2016 August 11, 2016 August 11, 2016 October 18, 2016 16.13 16.13 16.22 16.22 16.6 16.6 16.2 16.2 15.95 15.95 15.02 15.02 13.05 4.25 4.56 4.24 4.58 4.2 4.48 3.74 3.95 3.02 3.12 1.96 1.98 2.58 2073 1805 66 71 215 230 24 25 25 26 69 70 73 313 Reference Form – 2014 – SUL AMERICA S/A Version: 19 13.7 - Information on outstanding options held by the board of directors and statutory board of executive officers Outstanding options at the end of fiscal year ended December 31, 2013 2012 Program Board of Directors Number of members ............................................................. Options not yet exercisable of the Company .......................... Amount (units) .................................................................. - Date when they shall become exercisable ................................... - Maximum term to exercise the options .................................... - Restriction period for transfer of units ................................ Weighted average exercise price (in reais) .......................... - Fair value of options as of the last day of the fiscal year (in reais) …………………….. - Exercisable options of the Company and its subsidiaries Amount (units)................................................................ Maximum term to exercise the options ................................... Restriction period for transfer of units ................................ Weighted average exercise price (in reais) .......................... Fair value of options as of the last day of the year (in reais) ……….. Fair value of total options as of the last day of the year (in R$ thousand) .............. Statutory Board of Executive Officers of the Company and subsidiaries (consolidated) 29.91 435,928 435,934 131,054 131,054 135,026 April 20, 2014 April 20, 2015 April 04, 2015 April 04, 2016 April 04, 2017 April 20, 2017 April 20, 2017 April 04, 2018 April 04, 2018 April 04, 2018 13.87 13.87 0.00 0.00 0.00 3.22 3.34 13.36 13.36 13.36 - 499,843 April 20, 2017 13.87 2.99 - 1495 314 Reference Form – 2014 – SUL AMERICA S/A Version: 19 13.7 - Information on outstanding options held by the board of directors and statutory board of executive officers Outstanding options at the end of fiscal year ended December 31, 2013 2013 Program Board of Directors Number of members ............................................................. Options not yet exercisable of the Company .......................... Amount (units) .................................................................. - Date when they shall become exercisable ................................... - Maximum term to exercise the options .................................... - Restriction period for transfer of units ................................ Weighted average exercise price (in reais) .......................... - Fair value of options as of the last day of the fiscal year (in reais) …………………….. - Exercisable options of the Company and its subsidiaries Amount (units)................................................................ Maximum term to exercise the options ................................... Restriction period for transfer of units ................................ Weighted average exercise price (in reais) .......................... Fair value of options as of the last day of the fiscal year (in reais) Fair value of total options as of the last day of the fiscal year (in R$ thousand) .............. Statutory Board of Executive Officers of the Company and subsidiaries (consolidated) 29.91 196,451 196,451 202,402 April 09, 2016 April 09, 2017 April 09, 2018 April 09, 2019 April 09, 2019 April 09, 2019 0.00 0.00 0.00 12.98 12.98 12.98 - - - - 315 Reference Form – 2014 – SUL AMERICA S/A Version: 19 13.8 - Options exercised and shares delivered relating to the share-based compensation of the board of directors and statutory board of executive officers Options exercised in the fiscal year ended December 31, 2013(1) Company (Issuer) Board of Directors a. Body b. Number of members .................................................................. c. Options exercised . Number of units ................................................................... . Weighted average exercise price (in reais) ........................ . Difference between the exercise value and the market value of shares related to exercised options (in R$ thousand) ........ d. Shares delivered Number of shares delivered ................................................... . Weighted average acquisition price (in reais) ....................... . Difference between the exercise value and the market value of shares related to exercised options (in R$ thousand) ........ Board of Executive Officers - 3.59 - 61,695 10.77 - 386 - - - - (1) The information provided in this table includes the effects of the Company’s stock split , in the ratio of 3:1, occurred on July 28, 2010 and the bonus of 1.1907 shares performed on June 24, 2013. Options exercised in the fiscal year ended December 31, 2012(1) Company (Issuer) Board of Directors a. Body b. Number of members .................................................................. c. Options exercised . Number of units ................................................................... . Weighted average exercise price (in reais) ........................ . Difference between the exercise value and the market value of shares related to exercised options (in R$ thousand) ........ d. Shares delivered Number of shares delivered ................................................... . Weighted average acquisition price (in reais) ....................... . Difference between the exercise value and the market value of shares related to exercised options (in R$ thousand) ........ Board of Executive Officers - 3.75 - 203,624 6.05 - 1,701 - - - - (1) The information provided in this table includes the effects of the Company’s stock split , in the ratio of 3:1, occurred on July 28, 2010 and the bonus of 1.1907 shares performed on June 24, 2013. Options exercised in the fiscal year ended December 31, 2011(1) Company (Issuer) Board of Directors a. Body b. Number of members .................................................................. c. Options exercised . Number of units ................................................................... . Weighted average exercise price (in reais) ........................ . Difference between the exercise value and the market value of shares related to exercised options (in R$ thousand) ........ d. Shares delivered Number of shares delivered ................................................... . Weighted average acquisition price (in reais) ....................... . Difference between the exercise value and the market value of shares related to exercised options (in R$ thousand) ........ Board of Executive Officers - 4 - 193,685 8.12 - 1,551 - - - - (1) The information provided in this table includes the effects of the Company’s stock split , in the ratio of 3:1, occurred on July 28, 2010 and the bonus of 1.1907 shares performed on June 24, 2013. 316 Reference Form – 2014 – SUL AMERICA S/A Version: 19 13.8 - Options exercised and shares delivered relating to the share-based compensation of the board of directors and statutory board of executive officers Options exercised in the fiscal year ended December 31, 2013(1) Company and subsidiaries (Consolidated) Board of Directors a. Body b. Number of members .................................................................. c. Options exercised . Number of units ................................................................... . Weighted average exercise price (in reais) ........................ . Difference between the exercise value and the market value of shares related to exercised options (in R$ thousand) ........ d. Shares delivered Number of shares delivered ................................................... . Weighted average acquisition price (in reais) ....................... . Difference between the exercise value and the market value of shares related to exercised options (in R$ thousand) ........ (1) - 29.91 - 517,459 9.87 - 3,672 - - - - The information provided in this table includes the effects of the Company’s stock split , in the ratio of 3:1, occurred on July 28, 2010 and the bonus of 1.1907 shares performed on June 24, 2013. Options exercised in the fiscal year ended December 31,2012(1) Company and subsidiaries (Consolidated) Board of Directors a. Body b. Number of members .................................................................. c. Options exercised . Number of units ................................................................... . Weighted average exercise price (in reais) ........................ . Difference between the exercise value and the market value of shares related to exercised options (in R$ thousand) ........ d. Shares delivered Number of shares delivered ................................................... . Weighted average acquisition price (in reais) ....................... . Difference between the exercise value and the market value of shares related to exercised options (in R$ thousand) ........ (1) Board of Executive Officers - 33.00 - 1,349,012 6.14 - 10,499 - - - - The information provided in this table includes the effects of the Company’s stock split , in the ratio of 3:1, occurred on July 28, 2010 and the bonus of 1.1907 shares performed on June 24, 2013. Options exercised in the fiscal year ended December 31,2011(1) Company and subsidiaries (Consolidated) Board of Directors a. Body b. Number of members .................................................................. c. Options exercised . Number of units ................................................................... . Weighted average exercise price (in reais) ........................ . Difference between the exercise value and the market value of shares related to exercised options (in R$ thousand) ........ d. Shares delivered Number of shares delivered ................................................... . Weighted average acquisition price (in reais) ....................... . Difference between the exercise value and the market value of shares related to exercised options (in R$ thousand) ........ (1) Board of Executive Officers Board of Executive Officers - 32.00 - 1,340,486 8.00 - 11,019 - - - - The information provided in this table includes the effects of the Company’s stock split , in the ratio of 3:1, occurred on July 28, 2010 and the bonus of 1.1907 shares performed on June 24, 2013. 317 Reference Form – 2014 – SUL AMERICA S/A Version: 19 13.9 - Information necessary for understanding the data disclosed in items 13.6 to 13.8 – Method for pricing shares and options a. Pricing model: Black-Scholes model for the 2008, 2009 and 2010 Programs and the Binomial model for the 2011, 2012 and 2013 Programs, taking into account that both models are in accordance with the guidelines indicated in the “Technical Pronouncement CPC 10 – Share-Based Payment”. b. Data and assumptions used in the pricing model, including the weighted average price of shares, exercise price , expected volatility, option useful life, expected dividends and the riskfree interest rate: Exercise Price In the 2008, 2009, 2010 and 2011 Programs, the exercise price of options is equivalent to the average quotation of the Units in the closing of the 30 sessions on BM&FBovespa immediately prior to the signature date of the respective Option Agreement. The exercise price of outstanding Simple Options granted in 2011 was R$ 19.21. In the 2012 program, the exercise price of Simple Options is also equivalent to the average Units quotation in the closing of the 30 sessions on BM&FBovespa immediately prior to the signature date of the respective Option Agreement. The exercise price of Simple Options granted in 2012 was R$ 16.52. Expected volatility 2008, 2009, 2010 and 2011 Programs: the average volatility adopted is 34.24% p.a. 2012 Program: the average volatility adopted is 34.36% p.a. Option’s Life 2008, 2009, 2010 and 2011 Programs: Simple Option - life is five years, considering that the right over Simple Options is vested at a ratio of 1/3 in the first year, 1/3 in the second year and 1/3 in the third year. 2012 Program: Simple Options – the life is five years, considering that the right over Simple Options is vested at a ratio of 1/3 in the first year, 1/3 in the second year and 1/3 in the third year. Expected Dividends (Dividend Distribution Rate) 2008, 2009, 2010 and 2011 Programs: the expected average dividend is 3.81% per year and the riskfree interest rate adopted is 11.93% per annum. 2012 Program: the expected average dividend is 3.82% per year and the risk-free interest rate adopted is 11.72% per year. Risk-free Interest Rate 2008, 2009, 2010 and 2011 Programs: 11.93% p.a. 2012 Program: 11.72% p.a. 318 Reference Form – 2014 – SUL AMERICA S/A Version: 19 13.9 - Information necessary for understanding the data disclosed in items 13.6 to 13.8 – Method for pricing shares and options In the case of the 2011, 2012 and 2013 Bonus Options, the binomial model was adopted for pricing. The other assumptions adopted in these plans are as follows: Program 2013 Bonus..... 2012 Bonus..... 2011 Bonus..... Base asset price R$16.51 R$15.53 R$19.02 Exercise Price R$0.00 R$0.00 R$0.00 Expectation 31.20% 33.43% 34.08% Calculatio n model Garch Garch Garch Dividend distribution 4.00% 4.00% 4.00% Riskfree interest rate 12.05% 12.46% 12.46% c. Employed method and made assumptions to incorporate the expected effects of early exercise: In the Black-Scholes model used in the 2008, 2009 and 2010 programs, the assumption made was that the options would be exercised at the time their beneficiaries would be entitled to exercise them. Thus, despite the option matures in five years, the life of the option is five years, the life of the first allotment option was estimated at one year, of the second allotment was estimated at two years, and of the third allotment was estimated at three years. In the Binomial model used in the 2011, 2012 and 2013 Programs, the underlying assumption was that the outstanding Simple Options that could be exercised would be exercised when the Unit reached an amount in excess of 50% of its exercise price, and the Bonus Options when they could be exercised. In both cases it was considered an expected rate of beneficiaries that leaves the Company during the grace period of 5% p.a., which implies the cancellation of such options, and an expected rate of retirement of the Company’s beneficiaries after the grace period at 10%. d. Determining the expected volatility: The expected volatility in the above-mentioned programs is based on the history data over the past two years. e. If any other option characteristic was included in the measurement of its fair value: None. 319 Reference Form – 2014 – SUL AMERICA S/A Version: 19 13.10 - Information on the pension plans granted to the members of the board of directors and statutory board of executive officers The Company and its subsidiaries offer to the members of the Board of Executive Officers the option to participate in the private pension plan described below. Company and subsidiaries (Consolidated) a. body ........................................................... Board of Executive Officers b. number of members ................................... 38 c. name of the plan ......................................... SulAmérica Excellence d. number of management members eligible 2 for retirement e. conditions for early retirement .................... – 60 years of age, and – at least 10 years in the plan, and – end of the term of office or termination of employment relationship without just cause. f. updated value of accrued contributions to R$27,418,798.36 of which R$2,024,297.41 the pension plan until the end of the last fiscal represents the updated amount of accrued year, with the discount of the portion related contributions relative to the four members of the to contributions directly made by de managers Board of Executive Officers of the Company ... g. total accrued value of contributions made R$1,556,119.20 of which R$263,599.84 represents during the last fiscal year, with the discount of the updated amount of accrued contribution relative the portion related to contributions directly to the three members of the Board of Executive made by the managers ...... Officers of Company h. possibility and conditions for early Yes. There is the possibility to promote the early redemption ..................................... redemption of own contributions, totally or partially. In this case, the participant shall lose the right to risk coverage and the contributions and/or transfers made by the SulAmérica, being reset the count of the minimum time of the plan from the first month following the new adherence. 320 Reference Form – 2014 – SUL AMERICA S/A Version: 19 13.11 - Maximum, minimum and average individual compensation of the board of directors, statutory board of executive officers and fiscal council Annual amounts Number of members Amount of highest compensation (Reais) Amount of lowest compensation (Reais) Average compensation amount (Reais) Statutory board of executive officers 12/31/2013 12/31/2012 12/31/2011 3.59 3.75 4.00 21,167.00 25,445.00 35,071.00 Board of Directors 12/31/2013 12/31/2012 12/31/2011 9.00 9.00 9.00 1,044,000.00 777,000.00 595,000.00 31/12/2013 0.00 0.00 Fiscal Council 31/12/2012 0.00 0.00 31/12/2011 0.00 0.00 16,293.00 18,480.00 23,215.00 204,000.00 165,000.00 116,000.00 0.00 0.00 0.00 19,220.00 20,000.00 32,500.00 433,500.00 366,000.00 312,222.00 0.00 0.00 0.00 Note 12/31/2013 12/31/2012 12/31/2011 12/31/2013 12/31/2012 12/31/2011 Statutory board of executive officers (i) Amounts informed include the provisioned amount. (ii) The highest compensation informed to the Board of Directors and the Board of Executive Officers refers to the 12-month period in office. (iii) One of the members of the Board of Executive Officers was in office for less than 12 months and, for this reason, such member was not included in the calculation of the lower compensation amount. (i) Amounts informed include the provisioned amount. (ii) The highest compensation informed to the Board of Directors and the Board of Executive Officers refers to the 12-month period in office. (iii) One of the members of the Board of Executive Officers was in office for less than 12 months and, for this reason, such member was not included in the calculation of the lower compensation amount. (i) Amounts informed include the provisioned amount. (ii) Both the highest and lowest compensation informed to the Board of Executive Officers refer to the 12-month period in office. Board of Directors (i) Average individual compensation was calculated based on the number of members who are effectively receiving compensation (8 members). (ii) Amounts informed include the provisioned amount. (iii) The highest compensation informed to the Board of Directors and the Board of Executive Officers refers to the 12-month period in office. (i) Average individual compensation was calculated based on the number of members who are effectively receiving compensation (8 members). (ii) Amounts informed include the provisioned amount. (iii) The highest compensation informed to the Board of Directors and the Board of Executive Officers refers to the 12-month period in office. (i) Amounts informed include the provisioned amount. (ii) Both the highest and lowest compensation informed to the Board of Executive Officers refer to the 12-month period in office. Fiscal Council 321 Reference Form – 2014 – SUL AMERICA S/A Version: 19 13.12 – Mechanisms for compensating or indemnifying management members in case of removal from office or retirement The mechanisms comprise the following: PGBL plan, Single-Life Annuity Benefit and the Indemnity to Executives Program, as well as Directors & Officers Liability (D&O) insurance policies. The Company and its subsidiaries contracted a PGBL Plan which beneficiaries are the members of their respective Board of Executive Officers. Under the terms of such plan, created in 2004, SulAmérica bears 60% of the contributions, and the remaining amount is paid by the beneficiaries. The plan recognizes the time of service rendered to certain direct and indirect subsidiaries up to the date of its implementation. The value of the past benefit, calculated at the date of implementation of the plan, is adjusted according to the return on the investments of PGBL. See item 13.10. The commitments arising from the Single-Life Annuity Benefit and the Indemnity to Executives Program are provided on accrual basis, based on the calculations made by internal actuaries, according to the projected credit unit method and other actuarial assumptions. The Board members and Executive Officers of the Company and its subsidiaries are covered by Directors & Officers Liability (D&O) insurance policies which provides for the payment or reimbursement of expenses, within the limits set in the contract, for losses resulting from damaging acts, committed by such persons, provided that they have acted in their capacity of management member. The premium of the insurance policy is R$464,060.91. 322 Reference Form – 2014 – SUL AMERICA S/A Version: 19 13.13 - Percentage of total compensation of management and fiscal council members of related parties of parent companies Fiscal year ended December 31, 2013 Recognized in the Income of the Company (Issuer) Recognized in the Income of the Company and subsidiaries (Consolidated) ...................................... Board of Directors 15% Board of Executive Officers - Fiscal Council - 33% - - Board of Directors 15% Board of Executive Officers - Fiscal Council - 33% - - Board of Directors 15% Board of Executive Officers - Fiscal Council - 33% - - Fiscal year ended December 31, 2012 Recognized in the Income of the Company (Issuer) Recognized in the Income of the Company and subsidiaries (Consolidated) ........................................ Fiscal year ended December 31, 2011 Recognized in the Income of the Company (Issuer) Recognized in the Income of the Company and subsidiaries (Consolidated) .................................... 323 Reference Form – 2014 – SUL AMERICA S/A Version: 19 13.14 - Compensation of the members of management and fiscal council, grouped by body, received for any reason other than the duty they perform None. 324 Reference Form – 2014 – SUL AMERICA S/A Version: 19 13.15 - Compensation of the members of management and fiscal council recognized in the income statements of the direct or indirect parent companies, companies under joint control and subsidiaries of the issuer The members of the Board of Directors, Statutory Board of Executive Officers or the Fiscal Council of Company do not receive compensation from direct or indirect parent companies or from companies under common control. They receive compensation only from the issuer’s subsidiaries, as per the amounts described below Recognized compensation for the fiscal year ended December 31, 2013 Board of Board of Fiscal Directors Executive Council Officers a. Body b. Number of members(1) ......................................... c. Compensation divided into: i. Fixed annual compensation divided into: salary or management’s fees ....................... direct and indirect benefits(4) ..................... compensation for committees participation..... other(2) .................................................. ii. Variable compensation divided into: bonus .................................................... profit sharing .......................................... compensation for participation in meetings ............................................................... committees ................................................ other(2) ................................................... iii. Post-employment compensation(3) ............ iv. Benefits provided for vacating office .......... v. Stock incentive .......................................... d. Compensation amount per body ....................... (1) (2) (3) (4) Total (in R$ thousand) 9.00 3.59 - 12.59 2,475 21 413 28 61 6 - 2,503 82 419 - - - - 2,909 263 1,797 2,155 0 5,064 The number of members of each body was calculated as determined by the Circular Letter/CVM/SEP/#001/2014. INSS contribution. Company’s contribution to private pension plan Automobile and fuel benefit 325 Reference Form – 2014 – SUL AMERICA S/A Version: 19 13.15 - Compensation of the members of management and fiscal council recognized in the income statements of the direct or indirect parent companies, companies under joint control and subsidiaries of the issuer Recognized compensation for the fiscal year ended December 31, 2012 Board of Board of Fiscal Directors Executive Council Officers a. Body b. Number of members(1) ......................................... c. Compensation divided into: i. Fixed annual compensation divided into: salary or management’s fees ........................ direct and indirect benefits(4) ........................ compensation for committees participation….... other(2) ...................................................... ii. Variable compensation divided into: bonus ........................................................ profit sharing ............................................ compensation for participation in meetings...... committees ................................................ other(2) ...................................................... iii. Post-employment compensation(3) .............. iv. Benefits provided for vacating office .......... v. Stock incentive ............................................ d. Compensation amount per body ....................... (1) (2) (3) (4) Total (in R$ thousand) 8.00 3.75 - 11.75 2,150 2 430 22 593 5 - 2,177 595 435 2,582 3,851 - 386 2,845 - The number of members of each body was calculated as determined by the Circular Letter/CVM/SEP/#001/2014. INSS contribution. Company’s contribution to private pension plan Automobile and fuel benefit Recognized compensation for fiscal year ended December 31, 2011 Board of Board of Fiscal Directors Executive Council Officers a. Body b. Number of members(1) ......................................... c. Compensation divided into: i. Fixed annual compensation divided into: salary or management’s fees ....................... direct and indirect benefits(4) ........................ compensation for committees participation……. other(2) ...................................................... ii. Variable compensation divided into: bonus ....................................................... profit sharing ............................................. compensation for participation in meetings.….. committees ............................................... other(2) ...................................................... iii. Post-employment compensation(3) ............. iv. Benefits provided for vacating office........... v. Stock incentive ............................................ d. Compensation amount per body ....................... (1) (2) (3) (4) Total (in R$ thousand) 8.91 3.66 - 12.57 2,168 22 398 4,293 47 2,125 - 6,461 69 2,523 180 2,768 5,152 364 4,426 11,981 - 5,332 364 4,426 14,749 The number of members of each body was calculated as determined by the Circular Letter/CVM/SEP/#001/2014. INSS contribution. Company’s contribution to private pension plan Automobile and fuel benefit 326 Reference Form – 2014 – SUL AMERICA S/A Version: 19 13.16 - Other material information a) Additional information of item 13.2, with respect to compensation recognized in consolidated income of the Company for the years ended December 31, 2011, December 31, 2012 and December 31, 2013 of the Board of Directors, Statutory Board of Executive Officers and Fiscal Council of SulAmérica. Total compensation recognized in income for the fiscal year ended December 31, 2013 Company and subsidiaries (Consolidated) Board of Board of Fiscal Total Directors Executive Council Officers (in R$ thousand) a. Body b. Number of members(1) ................................... c. Compensation divided into: i. Fixed annual compensation divided into: salary or management’s fees .................... direct and indirect benefits(4) .................... compensation for committees participation other(2) .................................................. ii. Variable compensation divided into: bonus ................................................... profit sharing ......................................... compensation for meetings participation..... commissions .......................................... other(2) .................................................. iii. Post-employment compensation(3)......... iv. Benefits provided for vacating office……. v. Stock incentive ....................................... d. Compensation amount per body .................. 9.00 29.91 - 38.91 2,475 21 413 21,673 852 10,381 - 24,148 873 10,794 2,909 24,300 1,556 6,551 65,313 - 24,300 0 0 0 0 1,556 6,551 68,222 (1) The number of members of each body was calculated as determined by the Circular Letter /CVM/SEP/#001/2014. It does not consider overlaps in the events of members with concomitant positions in the issuer and in one or more subsidiaries. (2) INSS contribution. (4) Auto and fuel benefit. 327 Reference Form – 2014 – SUL AMERICA S/A Version: 19 13.16 - Other material information Total compensation recognized in income for the fiscal year ended December 31, 2012 Company and subsidiaries (Consolidated) Board of Board of Fiscal Total Directors Executive Council Officers (in R$ thousand) a. Body b. Number of members(1) ...................................... c. Compensation divided into: i. Fixed annual compensation divided into: salary or management’s fees ...................... direct and indirect benefits(4) ...................... compensation for committees participation…. other(2) .................................................... ii. Variable compensation divided into: bonus ...................................................... profit sharing ........................................... compensation for meetings participation....... commissions ............................................ other(2) .................................................... iii. Post-employment compensation(3)........... iv. Benefits provided for vacating office……… v. Stock incentive ......................................... d. Compensation amount per body .................... 9.00 33 - 42 3,005 2 601 22,285 1,316 5,014 - 25,290 1,318 5,615 1,448 5,056 16,693 1,675 11,400 58,383 - 18,141 1,675 11,400 63,439 (1) The number of members of each body was calculated as determined by the Circular Letter /CVM/SEP/#001/2014. It does not consider overlaps in the events of members with concomitant positions in the issuer and in one or more subsidiaries. (2) INSS contribution. (4) Automobile and fuel benefit. 328 Reference Form – 2014 – SUL AMERICA S/A Version: 19 13.16 - Other material information Total compensation recognized in income for the fiscal year ended December 31, 2011 Company and subsidiaries (Consolidated) Board of Board of Fiscal Total Directors Executive Council Officers (in R$ thousand) a. Body b. Number of members(1) ................................... c. Compensation divided into: i. Fixed annual compensation divided into: salary or management’s fees .................... direct and indirect benefits(4) .................... compensation for committees participation other(2) .................................................. ii. Variable compensation divided into: bonus ................................................... profit sharing ......................................... compensation for meetings participation..... commissions .......................................... other(2) .................................................. iii. Post-employment compensation(3)......... iv. Benefits provided for vacating office……. v. Stock incentive ....................................... d. Compensation amount per body .................. 9.91 32 8,33 50,24 3,005 22 952 18,477 1,592 8,133 - 21,492 1,614 9,085 1,799 5,788 17,671 1,382 13,600 60,855 - 19,470 1,382 13,600 66,643 (1) The number of members of each body was calculated as determined by the Circular Letter /CVM/SEP/#001/2014. It does not consider overlaps in the events of members with concomitant positions in the issuer and in one or more subsidiaries. (2) INSS contribution. (4) Automobile and fuel benefit. b) Additional information of items 13.6, compensation of management members. 13.7 and 13.8 with respect share-based Split of the Company’s shares The Company’s Extraordinary Shareholders’ Meeting held on July 28, 2010, approved the split of shares issued by the Company, so that each common or preferred share was split into three shares of the same type, which automatically comprised Units, in the proportion of one common share and two preferred shares per Unit. Besides, in the Extraordinary Shareholders’ Meeting of the Company, held on April 4, 2013, the increase in the capital of the Company was approved in the amount of R$1,000,000,000.00 (one billion reais), with the purpose of avoiding that the limit set forth in art. 199 of Law 6,404/76 was met, upon contribution of a portion of the Statutory Reserve balance, awarding to shareholders, as share bonus, 19.06332157 new share bonus for every 100 shares of the same type, according to the Management Proposal, and the consequent amendment to article 5 of the Bylaws. As a result of the split and share bonus, it was necessary to adjust the number of Units and the price related to portions of options not exercised, observing the same split proportion. Accordingly, items 13.6, 13.7 and 13.8, provide information about the options which already include the effects of the split. 329 Reference Form – 2014 – SUL AMERICA S/A Version: 19 14.1 – Description of human resources Sul America S.A. does not technically have employees, therefore, the following items demonstrates the consolidated information of the SulAmérica group. A. Number of employees (total, by groups based on the performed activity and geographical location) Geographical location Belém ......................... Belo Horizonte ............. Blumenau ................... Brasília ....................... Campinas .................... Cuiabá ........................ Curitiba ...................... Fortaleza..................... Porto Alegre ................ Recife ......................... Ribeirão Preto .............. Rio de Janeiro .............. Salvador ..................... São Paulo.................... Total ......................... Geographical location Belém ......................... Belo Horizonte ............. Blumenau ................... Brasília ....................... Campinas .................... Cuiabá ........................ Curitiba ...................... Fortaleza..................... Porto Alegre ................ Recife ......................... Ribeirão Preto .............. Rio de Janeiro .............. Salvador ..................... São Paulo.................... Total ......................... Sul América S.A. and subsidiaries (Consolidated) Current Fiscal Year (adjusted through March 18, 2014) Activities performed Department Technical/ Executive Management Operational Internship 0 1 0 0 1 0 0 0 1 1 0 16 0 17 37 7 33 20 17 29 4 21 9 26 19 18 385 10 391 989 (Number of employees) 46 51 26 38 54 15 40 21 35 64 19 1734 41 1487 3671 Total 0 0 0 0 0 0 0 0 0 0 0 98 0 43 141 53 85 46 55 84 19 61 30 62 84 37 2233 51 1938 4838 Sul América S.A. and subsidiaries (Consolidated) Fiscal year ended December 31, 2013 Activities performed Department Technical/ Executive Management Operational Internship 0 1 0 0 1 0 0 0 1 1 0 16 0 17 37 7 33 20 17 29 4 21 9 26 19 18 385 10 391 989 (Number of employees) 46 51 26 38 54 15 40 21 35 64 19 1734 41 1487 3671 Total 0 0 0 0 0 0 0 0 0 0 0 98 0 43 141 53 85 46 55 84 19 61 30 62 84 37 2233 51 1938 4838 330 Reference Form – 2014 – SUL AMERICA S/A Version: 19 14.1 – Description of human resources Geographical location Belém ......................... Belo Horizonte ............. Blumenau ................... Brasília ....................... Campinas .................... Cuiabá ........................ Curitiba ...................... Fortaleza..................... Porto Alegre ................ Recife ......................... Ribeirão Preto .............. Rio de Janeiro .............. Salvador ..................... São Paulo.................... Total ......................... Geographical location Sul América S.A. and subsidiaries (Consolidated) Year ended December 31, 2012 Activities performed Department Technical/ Executive Management Operational Internship 0 1 0 0 1 0 0 0 1 1 0 14 0 16 34 9 31 20 16 25 4 22 9 26 22 18 383 10 360 955 (Number of employees) 58 52 28 41 60 13 39 18 37 81 22 1766 42 1381 3638 Total 0 0 0 0 0 0 0 0 0 0 0 89 0 45 134 67 84 48 57 86 17 61 27 64 104 40 2252 52 1802 4761 Sul América S.A. and subsidiaries (Consolidated) Fiscal year ended December 31, 2011 Activities performed Department Technical/ Executive Management Operational Internship Belém ......................... Belo Horizonte ............. Blumenau ................... Brasília ....................... Campinas .................... Cuiabá ........................ Curitiba ...................... Fortaleza..................... Porto Alegre ................ Recife ......................... Ribeirão Preto .............. Rio de Janeiro .............. Salvador ..................... São Paulo.................... 0 1 0 0 0 0 0 0 1 1 0 19 0 16 7 28 19 15 25 5 23 10 27 18 16 407 12 346 Total ......................... 38 958 (Number of employees) 32 58 34 51 64 18 50 26 44 55 26 1,991 52 1,495 3,996 Total 0 0 0 0 0 0 0 0 0 0 0 97 0 40 39 87 53 66 89 23 73 36 72 74 42 2,514 64 1,897 137 5,129 331 Reference Form – 2014 – SUL AMERICA S/A Version: 19 14.1 - Human resources B. Number of outsourced third-party staff (total, by groups based on the performed activity and geographical location) It Sul América S.A. and subsidiaries (Consolidated) Current Fiscal Year (adjusted through March 18, 2014) Activities performed Cleaning/ General Messenger Security/Entrance Gardening services 6 4 2 3 7 1 - - - - Call Center - - - - - 16 12 34 9 1 16 34 2 14 14 48 10 19 Location Adm. Kitchen Belém ... Blumenau Brasília .. Campinas Cuiabá ... Curitiba .. Minas Gerais Rio de Janeiro Rio Grande do Sul . São Paulo Total ..... - - 1 1 1 - - - - 1 - 16 - 242 - 40 56 3 3 192 437 8 75 106 IT Sul América S.A. and subsidiaries (Consolidated) Fiscal year ended December 31, 2013 Activities performed Cleaning/ General Messenger Security/Entrance Gardening services 6 4 2 3 7 1 - - - 1 15 472 - 816 20 35 87 559 189 189 9 648 1,500 - - - 12 34 9 2 14 14 48 10 19 Sul América S.A. and subsidiaries (Consolidated) Fiscal year ended December 31, 2012 Activities performed Cleaning/ General Messenger Security/Entrance Gardening services - Front desk Belém ... Blumenau Brasília .. Campinas Cuiabá ... Curitiba . Minas Gerais Rio de Janeiro Rio Grande do Sul São Paulo Total .... - - 1 1 1 - - - - 1 - - 16 - 242 - 16 40 56 3 3 192 437 8 75 106 1 16 34 Guard BPO 6 5 2 1 4 8 - - 1 15 472 - 816 20 35 87 559 189 189 9 648 1,500 - - - - - - - 13 3 4 - 25 - 6 - 22 38 2 6 77 102 13 19 Adm. Kitchen Blumenau Brasília .. Campinas Cuiabá ... Porto Alegre Rio de Janeiro Salvador São Paulo Total .... - - 1 1 1 1 - - 1 - - 29 - - 268 - - 2 31 3 3 200 473 2 2 Total - Call Center - Location Total 6 5 2 1 4 8 - Kitchen BPO - - Adm. Front desk Guard Call Center - Location IT Front desk Guard BPO Total - 1 1 1 1 - - 1 2 - 700 - - 1,047 3 21 23 894 1,594 151 151 1,387 2,442 332 Reference Form – 2014 – SUL AMERICA S/A Version: 19 14.1 – Description of human resources Location Belém ...... Belo Horizonte Blumenau . Brasília ..... Campinas . Cuiabá ...... Curitiba .... Fortaleza .. Porto Alegre ... Recife ...... Ribeirão Preto .... Rio de Janeiro ... Salvador ... São Paulo . Total ....... - - Sul América S.A. and subsidiaries (Consolidated) Fiscal year ended December 31, 2011 Activities performed Cleaning/ Messeng Security/ General Gardening er Entrance Services 1 2 2 2 4 - 1 1 2 1 1 1 1 1 1 2 3 1 3 2 3 1 1 1 1 2 2 7 1 2 1 3 - - 1 1 2 - 3 2 - - 1 7 1 1 3 4 9 156 2 65 235 2 1 12 37 Adm. Kitchen TI Front desk Call Center - - Guar d 2 12 5 10 9 2 9 3 1 3 2 1 1 1 1 - 2 2 - 2 1 5 9 2 1 2 4 4 1 1 7 1 - 1 21 2 21 63 15 2 10 47 74 5 65 219 11 3 15 43 4 6 10 13 38 C. Turnover rate The average staff turnover (Executives, Regular Employees and Interns) of the Company and its subsidiaries for 2013, 2012 and 2011 stood at 19.92%, 21.31% and 18.74%, respectively. For the current fiscal year (adjusted through March 18, 2014), the staff turnover stood at 19.92%. D. Exposure to labor liabilities and contingencies In the fiscal years ended December 31, 2013, December 31, 2012 and December 31, 2011, the Company and its subsidiaries were parties to labor claims in the respective amounts of R$135.2 million, R$161.7 million and R$252.2 million, of which the respective amounts of R$59.2 million, R$45.5 million and R$30.1 million were provisioned. 333 To 6 Reference Form – 2014 – SUL AMERICA S/A Version: 19 14.2 - Material changes- Human resources The provided information refers to the Company and its subsidiaries. The Company clarifies that in item “14.1A – Number of employees” of this Reference Form, in 2013 there was the merger of the company Sulacap. Thus, there was a change in the number of employees of the Company and its subsidiaries in 2013. In addition, the Company clarifies that in relation to the information provided in item “14.1B – Number of outsourced staff”, that in 2013, the database of outsourced staff in the Call Center area was revised. In 2012 the outsourced positions in the Call Center (1,594) were added, as well as 151 outsourced staff (Business Process Outsourcing – BPO) contracted by the Life and Pension area, which was primordial to the increase of 249.86% in the number of outsourced staff from 2011 to 2012.” The change in the number of outsourced staff in 2013 was caused by the implementation of a centralized outsourcing management system in the Human Resources area of the Company and its subsidiaries. 334 Reference Form – 2014 – SUL AMERICA S/A Version: 19 14.3 - Description of the employees’ compensation policy A. Salary and variable compensation policy The compensation policy of SulAmérica’s employees seeks to appropriately reward the responsibilities of each professional taking into consideration the individual and collective values. The compensation of SulAmérica’s employees comprises a fixed portion, a variable portion (based on goals and individual targets), a package of benefits established by collective bargaining agreements of insurance professionals (CCT) besides spontaneous benefits. The compensation policy is periodically revised, aligning the practices of SulAmérica with the trends and best market practices. The fixed portion of the compensation is based on the occupied positions, grouped according to the complexity of its activities and the level of responsibility. For each position, a salary range is established that identifies the minimum, maximum and average amounts obtained by means of market survey and internal consistency. In addition, SulAmérica group grants adjustments based on merit, promotion and salary level, according to the employee’s performance. The variable portion of the compensation, or Profit Sharing Program (PPR), is based on the operating net income after Income and Social Contribution Tax, determined in the consolidated balance sheet of the Company in each fiscal year. By means of this policy, all employees yearly receive profit sharing according to the fulfillment of targets of the respective areas and their individual performance in the essential competencies evaluation. B. Benefits policy The SulAmérica group offers the following benefits to its employees: public transportation voucher, meal voucher, food voucher, baby-sitter allowance, day-care allowance, special child allowance, life insurance and private pension, funeral insurance, personal accident insurance, health insurance, and dental insurance. Some of these benefits, such as public transportation voucher, health insurance, dental insurance, and private pension plan, are optional, considering that they are not fully paid by SulAmérica and/or are conditioned to particular requirements for each benefit, as shown below: Public transportation voucher A portion of this benefit is covered by SulAmérica while the other is monthly deducted from the pay, as detailed in the employee’s pay slip, under the terms of the applicable law. Health insurance All employees and their legal dependents (spouse, companion and children) are entitled to the standard health insurance plan (basic or compact), which includes in-patient care in the ward or shared room. For this type of plan the holder or its dependents are not obliged to make any contribution, being charged only the deductable relative to co-participation in medical procedures. With regard to dependents, it is established a fixed participation per member, as well as a deduction due to the co-participation in medical procedures. The employees may choose the optional plans, which include in-patient care in a private room, through a deduction from the paycheck. 335 Reference Form – 2014 – SUL AMERICA S/A Version: 19 14.3 - Description of the employee compensation policy Dental insurance Dental Insurance is optional, the employees and its dependents having a monthly participation deducted from on their paycheck. The use of dental insurance must be done through the referral network, being 70% of the amount of the treatment paid by SulAmérica. In the event of use of a non-referral, 70% of the amount effectively paid shall be reimbursed, according to the Table of Dental Fees Sul America – THOSA. Private pension plan SulAmérica provides its employees with the SulAmérica PGBL Plan - PrevSAS, as long as they formally adhere to the Plan. C. Characteristics of the share-based compensation plans for non-management employees There is currently no share-based compensation program for non-management employees. 336 Reference Form – 2014 – SUL AMERICA S/A Version: 19 14.4 - Description of the relationship between the issuer and labor unions SulAmérica maintains is relationship with the unions, through the inclusion of clauses and collective bargaining negotiations. Considering the main operations of SulAmérica, its employees are represented by the Insurance Professionals Union, except for the ones working in differentiated trades, which have their specific unions, such as: secretaries, drivers, dental health auxiliary and dentists. The most recent Labor Collective Bargaining Agreement (CCT) was entered into on January 30, 2014 between the National Federation of the Private Insurance and Savings Bonds Companies (“Federação Nacional das Empresas de Seguros Privados e Capitalização” in portuguese), and representative of insurance companies and National Federation of Insurance Professionals (“Federação Nacional dos Securitários” in portuguese), effective for a period of one year, establishing the following adjustments to the wage effective in January 2014 of the following employees: Wage adjustment: a) 6.7% (six point seven per cent) to all wages; b) Adjustment to the monthly wage minimum of the Call Center staff to R$1,086.68 (one thousand eighty six reais and sixty eight centavos) for a work week of thirty six hours; and c) Adjustment to the monthly wage minimum of insurance technicians to R$1,356.33 (one thousand three hundred fifty six reais and thirty three centavos). 337 Reference Form – 2014 – SUL AMERICA S/A Version: 19 15.1 / 15.2 - Shareholding position Shareholder CPF/CNPJ shareholder Nationality-FU Amount of common Common shares % shares (Unit) Breakdown by share class (units) Share class Total amount of shares (Unit) International Finance Corporation American 26,455,026 5.163340% Share class Total amount of shares (Unit) TOTAL 0 Oppenheimer Developing Markets Fund 97.540.010/0001-51 American 27,659,033 5.398331% Share class Total amount of shares (Unit) TOTAL 0 Sulasapar Participações S.A. 03.759.567/0001-34 Brazilian-RJ 257,462,713 50.250093% Share class Total amount of shares (Unit) TOTAL 0 Swiss Re Direct Investments Company Ltd Swiss 50,800,003 9.914853% Share class Total amount of shares (Unit) TOTAL 0 Sophie Marie Antoinette de Ségur 029.102.487-47 Brazilian 1,388,816 0.271061% Share class Total amount of shares (Unit) TOTAL 0 Party to shareholder’s agreement Amount of preferred shares (Unit) Controlling shareholder preferred shares % Last change Total amount of shares (Unit) Total shares % Shares % Yes No 52,910,052 Shares % 02/28/2014 10.377718% 79,365,078 7.764102% 82,977,099 8.117458% 257,505,579 25.191175% 152,400,009 14.908941% 4,166,448 0.407594% 0.000000% No No 55,318,066 Shares % 02/28/2014 10.850023% 0.000000% Yes Yes 42,866 Shares % 02/28/2014 0.008408% 0.000000% Yes No 101,600,006 Shares % 02/28/2014 19.927711% 0.000000% No Yes 2,777,632 Shares % 06/30/2014 0.544802% 0.000000% 338 Reference Form – 2014 – SUL AMERICA S/A Version: 19 15.1 / 15.2 - Shareholding position Shareholder CPF/CNPJ shareholder Nationality-FU Amount of common Common shares % shares (Unit) Breakdown by share class (units) Share class Total amount of shares (Unit) Chantal de Larragoiti Lucas 606.836.517-49 Brazilian 1,744,394 0.340461% Share class Total amount of shares (Unit) TOTAL 0 Christiane Claude de Larragoiti Lucas 438.807.387-34 Brazilian 1,746,655 0.340902% Share class Total amount of shares (Unit) TOTAL 0 Isabelle Rose Marie de Ségur Lamoignon 029.102.447-50 Brazilian 1,140,354 0.222568% Share class Total amount of shares (Unit) TOTAL 0 Patrick Antonio Claude de Larragoiti Lucas 718.245.297-91 Brazilian 1,930,089 0.376704% Share class Total amount of shares (Unit) TOTAL 0 Party to shareholder’s agreement Amount of preferred shares (Unit) Controlling shareholder preferred shares % Last change Total amount of shares (Unit) Total shares % Shares % No Yes 3,488,788 Shares % 02/28/2014 0.684287% 5,233,182 0.511950% 5,239,968 0.512614% 3,421,062 0.334675% 0.757132% 5,790,270 0.566449% 53.391136% 408,316,293 39.944638% 0.000000% No Yes 3,493,313 Shares % 02/28/2014 0.685174% 0.000000% No Yes 2,280,708 Shares % 06/30/2014 0.447336% 0.000000% No Yes 3,860,181 Shares % 06/30/2014 0.000000% Other 136,105,413 Share class TOTAL 26.564271% Total amount of shares (Unit) 0 272,210,880 Shares % 0.000000% 339 Reference Form – 2014 – SUL AMERICA S/A Version: 19 15.1 / 15.2 - Shareholding position Shareholder CPF/CNPJ shareholder Nationality-FU Amount of common Common shares % shares (Unit) Breakdown by share class (units) Share class Total amount of shares (Unit) Party to shareholder’s agreement Amount of preferred shares (Unit) Controlling shareholder Last change preferred shares % Total amount of shares (Unit) Total shares % 2.326273% 17,790,505 1.740404% 100.000000% 1,022,205,493 100.000000% Shares % TREASURY SHARES – Date of last change: November 25, 2013 5,930,168 Share class TOTAL 1.157416% Total amount of shares (Unit) 0 11,860,337 Shares % 0.000000% 100.000000% 509,842,829 TOTAL 512,362,664 340 Reference Form – 2014 – SUL AMERICA S/A Version: 19 15.1 / 15.2 - Shareholding position PARENT COMPANY / INVESTOR Shareholder CPF/CNPJ shareholder Breakdown of shares (Unit) Amount of common shares (Unit) COMPANY / INVESTOR Nationality - FU Party to shareholder’s agreement Controlling shareholder Last change Common shares % Amount of preferred (Unit) Preferred shares % Total amount of shares (Unit) CPF/CNPJ shareholder Sulasapar Participações S.A. Total shares % Capital composition 03.759.567/0001-34 Treasury shares 796,082 Share class TOTAL 28.471340 Total amount of shares (Unit) 0 No 0 Yes 0.000000 12/20/2013 796,082 28.471340 0 0.000000 0 0.000000 No 0 Yes 0.000000 12/20/2013 2,000,000 71.528660 0 0.000000 2,796,082 0.000000 Shares % 0.000000 OTHER 0 Sulasa Participações S.A. 73.828.899/0001-09 2,000,000 Share class TOTAL 0.000000 Brazilian 71.528660 Total amount of shares (Unit) 0 Shares % 0.000000 TOTAL 2,796,082 100.000000 341 Reference Form – 2014 – SUL AMERICA S/A Version: 19 15.1 / 15.2 - Shareholding position PARENT COMPANY / INVESTOR Shareholder CPF/CNPJ shareholder Nationality - FU Detail of shares (Unit) Amount of common shares Common shares % (Unit) PARENT COMPANY / INVESTOR Party to shareholder’s agreement Controlling shareholder Last change Amount of preferred shares (Unit) Preferred shares % Total amount of shares (Unit) CPF/CNPJ shareholder Sulasa Participações S.A. Chantal de Larragoiti Lucas 606.836.517-49 1,876,169,954 Share class TOTAL Total shares % Capital composition 73.828.899/0001-09 Brazilian 16.666667 Total amount of shares (Unit) 0 Christiane Claude de Larragoiti Lucas 438.807.387-34 Brazilian 1,876,169,954 16.666667 Share class Total amount of shares (Unit) TOTAL 0 Isabelle Rose Marie de Ségur Lamoignon 029.102.447-50 Brazilian 2,153,353,116 19.128981 Share class Total amount of shares (Unit) TOTAL 0 Patrick Antonio Claude de Larragoiti Lucas 718.245.297-91 Brazilian 1,876,169,953 16.666666 Share class Total amount of shares (Unit) TOTAL 0 No 3,752,339,907 Shares % Yes 16.666667 12/31/2013 5,628,509,861 16.666667 Yes 16.666667 12/31/2013 5,628,509,861 16.666667 Yes 19.128980 12/31/2013 6,460,059,325 19.128981 Yes 16.666668 12/31/2013 5,628,509,861 16.666666 0.000000 No 3,752,339,907 Shares % 0.000000 No 4,306,706,209 Shares % 0.000000 No 3,752,339,908 Shares % 0.000000 342 Reference Form – 2014 – SUL AMERICA S/A Version: 19 15.1 / 15.2 - Shareholding position PARENT COMPANY / INVESTOR Shareholder CPF/CNPJ shareholder Nationality Breakdown of shares (Unit) Amount of common shares Common shares % (Unit) PARENT COMPANY / INVESTOR Party to shareholder’s agreement Controlling shareholder Last change Amount of preferred shares (Unit) Preferred shares % Total amount of shares (Unit) CPF/CNPJ shareholder Sulasa Participações S.A. Sophie Marie Antoinette de Ségur 029.102.487-47 Brazilian 2,153,353,116 19.128981 Share class Total amount of shares (Unit) TOTAL 0 Sulemisa Participações Ltda 19.305.877/0001-19 Brazilian 660,901,814 5.871019 Share class Total amount of shares (Unit) TOTAL 0 TOTAL Capital composition 73.828.899/0001-09 Patrick Antonio Claude de Larragoiti Lucas 718.245.297-91 Brazilian 1,876,169,953 16.666666 Share class Total amount of shares (Unit) TOTAL 0 Sultaso Participações Ltda 19.313.266/0001-12 660,901,815 Share class Total shares % Brazilian 5.871019 Total amount of shares (Unit) 0 No 3,752,339,908 Shares % Yes 16.666668 12/31/2013 5,628,509,861 16.666666 Yes 19.128980 12/31/2013 6,460,059,325 19.128981 Yes 5.871019 12/31/2013 1,982,705,443 5.871019 Yes 5.871019 12/31/2013 1,982,705,444 5.871019 0.000000 No 4,306,706,209 Shares % 0.000000 No 1,321,803,629 Shares % 0.000000 No 1,321,803,629 Shares % 0.000000 343 Reference Form – 2014 – SUL AMERICA S/A Version: 19 15.1 / 15.2 - Shareholding position PARENT COMPANY / INVESTOR Shareholder CPF/CNPJ shareholder Nationality - FU Breakdown of shares (Unit) Amount of common shares Common shares % (Unit) PARENT COMPANY / INVESTOR Party to shareholder’s agreement Controlling shareholder Last change Amount of preferred shares (Unit) Preferred shares % Total amount of shares (Unit) CPF/CNPJ shareholder Sulasa Participações S.A. TOTAL 11,257,019,722 Total shares % Capital composition 73.828.899/0001-09 100.000000 22,514,039,444 100.000000 33,771,059,166 100.000000 344 Reference Form – 2014 – SUL AMERICA S/A Version: 19 15.1 / 15.2 - Shareholding position PARENT COMPANY / INVESTOR Shareholder CPF/CNPJ shareholder Nationality - FU Breakdown of shares (Unit) Amount of common shares Common shares % (Unit) PARENT COMPANY / INVESTOR Party to shareholder’s agreement Controlling shareholder Last change Amount of preferred shares (Unit) Preferred shares % Total amount of shares (Unit) CPF/CNPJ shareholder Sulemisa Participações Ltda Total shares % Capital composition 19.305.877/0001-19 Ema Mercedes Anita Sanchez de Larragoiti 002.183.167-04 Brazilian 3,255,002 99.996928 Share class Amount of shares (units) TOTAL 0 Isabelle Rose Marie de Ségur Lamoignon 029.102.447-50 Brazilian 100 0.003072 Share class Amount of shares (units) TOTAL 0 No 0 Yes 0.000000 12/31/2013 3,255,002 99.996928 No 0 Yes 0.000000 12/31/2013 100 0.003072 0 0.000000 3,255,102 100.000000 Shares % 0.000000 Shares % 0.000000 TOTAL 3,255,102 100.000000 0 0.000000 345 Reference Form – 2014 – SUL AMERICA S/A Version: 19 15.1 / 15.2 - Shareholding position PARENT COMPANY / INVESTOR Shareholder CPF/CNPJ shareholder Nationality - FU Breakdown of shares (Unit) Amount of common shares Common shares % (Unit) PARENT COMPANY / INVESTOR Party to shareholder’s agreement Controlling shareholder Last change Amount of preferred shares (Unit) Preferred shares % Total amount of shares (Unit) CPF/CNPJ shareholder Sultaso Participações Ltda Total shares % Capital composition 19.313.266/0001-12 Ema Mercedes Anita Sanchez de Larragoiti 002.183.167-04 Brazilian 3,255,002 99.996928 Share class Amount of shares (units) TOTAL 0 No 0 Yes 0.000000 12/31/2013 3,255,002 99.996928 0 0,000000 0 0.000000 No 0 Yes 0.000000 12/31/2013 100 0.003072 0 0.000000 3,255,102 100.000000 Shares % 0.000000 OTHER 0 0,000000 Sophie Marie Antoinette de Ségur 029.102.487-47 Brazilian 100 0.003072 Share class Amount of shares (units) TOTAL 0 Shares % 0.000000 TOTAL 3,255,102 100.000000 0 0.000000 346 Reference Form – 2014 – SUL AMERICA S/A Version: 19 15.3 - Capital composition Date of last shareholders’ meeting / Date of last change Number of shareholders – individuals (Units) Number of shareholders – companies(Units) Number of institutional investors (Units) 03/31/2014 1,505 249 386 Outstanding shares Outstanding shares refer to all issuer’s shares except for shares owned by the controlling shareholder or its related persons, issuer’s management members and treasury shares Number of common shares (Units) Number of preferred shares (Units) Total 239,669,988 479,340,030 719,010,018 46.777411% 94.017215% 70.339088% 347 Reference Form – 2014 – SUL AMERICA S/A Version: 19 15.4 - Chart of shareholders Not applicable, the Company does not disclose this information. 348 Reference Form – 2014 – SUL AMERICA S/A Version: 19 15.5 - Shareholders’ agreement filed with the headquarters of the issuer or to which the controlling shareholder is a party 1) Shareholders’ Agreement entered into on May 16, 2013 between International Finance Corporation, Sulasapar Participações S.A. and Sul América S.A. A. Parties International Finance Corporation, Sulasapar Participações S.A. and Sul América S.A. B. Signature date May 16, 2013. C. Duration The Agreement became effective as of December 20, 2013, the date when the IFC acquired the units of the Company, and will continue effective: (i) until the IFC no longer holds any shareholding interest in the Company, regarding the Articles I, V, VII and VIII, and Clauses 3.02, 3.03, 4.01, 4.03 of the Agreement; and (ii) until the IFC holds a minimum of 2.5% in the Capital Stock of the Company, regarding the other provisions of the Agreement not mentioned in item (i) above. D. Description of the clauses related to the exercise of voting right and control power Not applicable. The Agreement does not provide for the sharing of control power or political rights. E. Description of clauses related to the appointment of management members The Agreement gives to the IFC the personal and untransferrable right to appoint a member to the Board of Directors of the Company, as long as the IFC holds shares representing 7.7% or more interests in the capital stock of the Company. The right to appoint one member shall expire, and this right shall not be reestablished, notwithstanding the level of subsequent ownership by the IFC of the shares in the total capital stock of the Company, if the ownership by the IFC of the shares in the total capital stock of the Company is lower than: (i) 7.7% as a result of the sale or any other type of disposal or transfer of Units (or shares) by the IFC, and/or dilution of the shareholding interest of the IFC in an issue of shares in which the IFC has priority rights and does not exercise them (or does not fully exercise them); and (ii) 5% in any other case not included in item (i) above. F. Description of clauses related to the transfer of shares and the priority right to acquire them The shareholders signatories to the shareholders’ agreement shall observe the procedures described therein in case of disposal or transfer of the shares issued by the Company. Sulasapar and each of the other shareholders of the Company that agree to become party to the shareholders’ agreement shall not transfer any share, Unit or share equivalent of the Company to any of the persons or companies indicated: (A) in the lists issued by the United Nations Security Council or by its committees in accordance with the resolutions issued under the terms of Chapter VII of the United Nations Charter; or (B) in the List of the World Bank of Ineligible Companies (see www.worldbank.org/debarr), such rule not being applicable in the case of the sale of Units, shares or share equivalents of the Company on stock exchange to a buyer not identified by Sulasapar or any other shareholder of the Company that agrees to become party to the agreement. 349 Reference Form – 2014 – SUL AMERICA S/A Version: 19 15.5 - Shareholders’ agreement filed with the headquarters of the issuer or to which the controlling shareholder is a party 2. In case the Company and/or any Other Shareholder proposes the performance or participation in a Public Offering in which the Company and/or any Other Shareholder is selling Units, shares or Share Equivalents of the Company, the Company and/or any Other Shareholder, as the case may be, shall notify the IFC about the intention, specifying the substantial terms of such Offering (taking into account that the IFC’s right to participate in an Offering shall only be applicable to the Offerings in which the Company and/or any Other Shareholder is/are selling recently-issued or existing Units, shares or Share Equivalents of the Company). In 15 days after receiving this notification, the IFC could deliver a notification to the Company and/or any Other Shareholder, as applicable, requiring it to include in this Offering the Units of the IFC that the IFC specifies. In this case: (i) if the Public Offering comprises only one primary offering of Units, shares or Share Equivalents by the Company, the Company shall make its best commercially reasonable efforts to include in this Public Offering all Units of the IFC, shares or Share Equivalents of the Company that the IFC have requested to be included in this Public Offering, except that, if in the fair opinion of the main coordinator of such Public Offering, the sum of the number of securities that are being offered by the Company and the securities that the IFC has informed to the Company that the IFC intends to sell according to this Public Offering is in excess of the maximum number of securities that can be sold without impairing such Public Offering (including the price at which these securities can be sold) (“Maximum Size of the Offering”), the securities that would be offered by the Company should have priority and the maximum number of Units, shares or Share Equivalents of the Company held by the IFC and, if applicable, by any Specific Shareholder(s) to be included in this Public Offering shall be equivalent to the difference (if any) between the number of securities that is being offered by the Company and the Maximum Size of the Offering, this difference to be allocated in proportion to the total number of Units, shares and/or Share Equivalents of the Company held by IFC and by each Specific Shareholders that wish to participate in this Public Offering; (ii) if the Public Offering comprises a primary offering by the Company and a secondary offering by any Specific Shareholder(s), the portion of the Public Offering that is a secondary offering shall include the Units, shares or Share Equivalents of the Company held by the IFC and by this/these Specific Shareholder(s) calculated in proportion to the total number of Units, shares and/or Share Equivalents of the Company held by the IFC and by each of the Specific Shareholders that wish to participate in this Public Offering; and (iii) if the Public Offering comprises only one secondary offering by any Specific Shareholder(s), such Public Offering shall include the Units, shares or Share Equivalents of the Company held by the IFC and by this/these Specific Shareholder(s) calculated in proportion to the total number of Units, shares and/or Share Equivalents of the Company held by the IFC and by each of the Specific Shareholders that wish to participate in this Public Offering. 350 Reference Form – 2014 – SUL AMERICA S/A Version: 19 15.5 - Shareholders’ agreement filed with the headquarters of the issuer or to which the controlling shareholder is a party 3. At the request from the IFC to the Company, the Company shall provide support to the IFC, according to the Applicable Laws, in up to two Offerings of Units of the IFC, as to be requested by the IFC, from the fifth to the seventh anniversary of the agreement date, except that: (i) this support shall be provided by making available the information deemed necessary, observing the Applicable Laws, and also by making the executive officers and Board of Directors members available for meetings with potential investors about the Offering; (ii) the Company and Sulasapar shall not be required to provide any declaration or guarantee, nor assume any obligation of any type to the IFC or the buyer(s) of the Units of the IFC according to the Offering(s), except at the extent it is required by the Applicable Laws; (iii) no Offering could be extended for more than 180 days counted as of the date when it is started until the actual sale of the Units of the IFC under its terms, except in the case of any delays that are caused by the Company or Sulasapar; (iv) in the case of any Public Offering in which the total number of shares or Units intended to be sold under its terms represent less than 3% of the securities in free float of the same class, the support to be provided by the Company shall be limited to that provided for under the terms of the Applicable Laws; (v) the Company shall not be required to provide support or make any registration of the Offering (as a registered offering) or of the Company (as a registered offeror) according to any regulation applicable of any jurisdiction, except the Country, taking into account that provided that, in the case of a Public Offering, the Company shall obtain any qualification required under the terms of the securities act or blue-sky law according to which the Units or shares of the Company are offered regarding the Offering; (vi) the Company shall not be required to provide support to the IFC in relation to an Offering that is a private sale to a Restricted Person, except as provided for in item (vii) below; (vii) the Company shall be required to provide support to the IFC regarding an Offering that is a private sale to a Restricted Person in case (A) this Restricted Person is a Restricted Person only because of a Competitor Business in fund/asset management, asset accumulation management and/or wealth management (and not in any other business lines) having a total of managed assets in the Country equal to at least 50% of the amount of managed assets, in the Country, of Sul América Investimentos DTVM S.A. (or any respective successor) and any other Subsidiaries of the Company that conduct fund/asset management, asset accumulation management and/or wealth management operations; and (B) no Offering to this Restricted Person, individually or together with any other Offering to this Restricted Person (and to any other related Restricted Person according to the definition of Restricted Person), involves or result from the sale of Units of the IFC representing more than 2% of the Total Capital Stock; and (viii) in any Offering to a Person that is a Restricted Person referred to in item (vii)(A) above (or that would be a Restricted Person in the absence of the provisions provided for in the definition of Competitor Business), the Company shall not be required to provide or disclose to this Person no information other than public one specifically related to Sul América Investimentos DTVM S.A. (or any respective successor) and any other Subsidiaries of the Company that conduct fund/asset management, asset accumulation management and/or wealth management operations; taking into account that provided that, to avoid doubt, the IFC shall be entitled to request up to two Offerings according to these provisions and each of such right shall be considered as having been exercised by the IFC if the Offering about which the support from the Company is requested according to the aforementioned provisions is or not actually performed or successfully performed, even because of the market conditions. 351 Reference Form – 2014 – SUL AMERICA S/A Version: 19 15.5 - Shareholders’ agreement filed with the headquarters of the issuer or to which the controlling shareholder is a party 4. The proportional portion of the IFC of any reasonable and documented costs or expenses incurred by the Company or Sulasapar (including, among others, with external advisors, underwriters or other external service providers contracted by the Company or Sulasapar) in relation to any Offering in which the IFC participates according to these provisions (however, not including the costs and expenses, whether additional or not, incurred by the Company or Sulasapar with salaries or other compensation of employees, executive officers or board members of the Company or Sulasapar involved in the Offering) shall be immediately reimbursed by the IFC after the receipt by the IFC of the adequate documentation confirming the payment by the Company or Sulasapar, as applicable, of the reasonable external costs and expenses, taking into account that provided that, in the case of an Offering that is implemented at the IFC request according to the provisions above, contracting any Person which expenses have to be paid by the IFC and/or shared with the IFC in an amount in excess of the equivalent to US$20,000.00 (twenty thousand dollars) shall be subject to the prior approval from the IFC. 5. At the extent that it is allowed by the Law, the Company shall have to indemnify and absolve from responsibility the IFC, and each of its executive officers, board members, employees, consultants and legal advisors in relation to any loss, claim or responsibility (and any related actions, processes or agreements) directly attributed to the IFC or any of the aforementioned persons arising from or based on: (i) any false statement on a substantial fact contained in any prospectus, offering circular, or other offering document in relation to the Company in any Offering, observing the item 3 (ii) above; (ii) any omission in stating therein a substantial fact necessary to cause the statements made therein not to be misleading; and (iii) any violation of the Applicable Laws (including, among others, the securities act and the foreign exchange rate requirements applicable to any Offering) in relation to any act or omission by the Company in any Offering. 6. Regarding the inexistence of restrictions, the agreement establishes that, except as provided for in item 1 above, the agreement does not impede or restrict, in any way, the right or capacity of Shareholders to Transfer shares or Share Equivalents to any third party or enter into any voting arrangement or other contract type with any third party, taking into account that provided that (i) it does not infringe or conflict with the agreement or any of its provisions, and (ii) whenever such Transfer or contract cause or could be reasonable expected that it causes Sulasapar (or any respective successor) (A) to loose Control of the Company, (B) to no longer hold more than 50% of the shares with voting rights of the Company, or (C) loose the capacity to bring to effect or limit the right of the IFC to appoint the Appointed Board Member of the IFC according to the agreement, the Other Shareholders shall require, as a condition to any Transfer of shares and/or Share Equivalents of the Company, that the assignee signs an Instrument of Adherence confirming that she/he is bound to the agreement in the capacity of Other Shareholder in relation to the shares of the Company and/or Share Equivalents transferred to such assignee. Any Transfer made in breach of the above provisions shall be null and void. The terms in capital letters mentioned above are the terms defined in the described shareholders’ agreement, available on the CVM website (www.cvm.gov.br) in the area of shareholders’ agreement of the Company. G. Description of clauses that restrict or bind the voting rights of the Board of Directors’ members None. 352 Reference Form – 2014 – SUL AMERICA S/A Version: 19 15.5 - Shareholders’ agreement filed with the headquarters of the issuer or to which the controlling shareholder is a party 2) Shareholders’ Agreement entered into on December 2, 2013, between the Swiss Re Direct Investments Company LTD, Sulasapar Participações S.A., Sul América S.A. A. Parties Swiss Re Direct Investments Company LTD, Sulasapar Participações S.A. and Sul América S.A. B. Signature date December 2, 2013. C. Duration The agreement shall remain effective: (a) until the date on which the Investor (Swiss Re Direct Investments Company Ltd.) or any of its Affiliates no longer holds any shares or Units of the Company or Share Equivalents, in relation to Section 1 (Definitions and Interpretation), Section 3 (Commitments of the Company), Clause 4.1 (Restricted Transfers), Clause 4.4 (Free Transfer of the Investor’s Units), Section 5 (Validity of the Agreement) and Section 7 (General Provisions), all of which from the agreement; (b) until the date when the right of the Investor (Swiss Re Direct Investments Company Ltd.) to appoint the Appointed Board Member by the Investor is expired according to clause 2.1(e) of the agreement, in relation to such clause; (c) until the moment when the right of the Investor (Swiss Re Direct Investments Company Ltd.) to appoint an Appointed Board Member by the Investor expires according to clause 2.1(c) of the agreement, in relation to the rights of the Investor (Swiss Re Direct Investments Company Ltd.) provided for in Section 2 (Corporate Governance) of the agreement, with the exception of item (b) above; (d) until the date when the Investor (Swiss Re Direct Investments Company Ltd.) no longer holds the shares or Units of the Company or Share Equivalents representing at least 2.5% in the Total Capital of the Company, being established that, in case the Investor (Swiss Re Direct Investments Company Ltd.) holds less than 2.5% in the Total Capital of the Company, at any time, such provisions shall not be applicable again, regardless of the number of the shares the Investor (Swiss Re Direct Investments Company Ltd.) starts to hold in the Total Capital of the Company, in relation to all the other provisions of the agreement, not mentioned in items (a), (b) and (c) above. The terms in capital letters mentioned above are the terms defined in the described shareholders’ agreement, available on the CVM website (www.cvm.gov.br) in the area of shareholders’ agreement of the Company. D. Description of clauses related to the exercise of voting right and control power Not applicable. The Agreement does not set forth the sharing of control power or political rights. E. Description of clauses related to the appointment of management members The Agreement entitles Swill Re to appoint one member to the Board of Directors of the Company, provided that the Swiss Re holds at least 7.7% interest in the capital of Company. If Sulasapar chooses to increase the number of Board members from the current nine members to twelve members, Swiss Re, observing the condition of minimum interest of 12.0% in capital, is entitled to appoint two members to the Board of Directors. 353 Reference Form – 2014 – SUL AMERICA S/A Version: 19 15.5 - Shareholders’ agreement filed with the headquarters of the issuer or to which the controlling shareholder is a party The right to appoint the Board Member shall expire if the ownership of the shares in the total capital of the Company by Swiss RE becomes lower than: (i) 7.7% as a result of sale or other type of disposal or transfer by Swiss Re, and/or dilution of the shareholding interests of Swiss Re in an issue of shares in which it has priority rights and does not exercise them (or does not fully exercise them); and (ii) 5% in any other case not provided for in item (i) above. F. Description of clauses related to the transfer of shares and the priority right to acquire them The shareholders signatories to the shareholders’ agreement must comply with the procedures set forth therein in the event of disposal or transfer of shares issued by the Company. 1. At the extent that the Investor (Swiss Re Direct Investments Company Ltd.) is a shareholder or holds Share Equivalents, the Other Shareholders shall not Transfer any share or Units of the Company or Share Equivalent to any individual or entity included: (A) in the lists issued by the United Nations Security Council or by its committees in accordance with the resolutions issued under the terms of Chapter VII of the United Nations Charter; or (B) in the List of the World Bank of Ineligible Companies (see www.worldbank.org/debarr); or (C) that, as it is known by the Other Shareholders, after the applicable checking, is classified as an Approved Person. Such rule does not applies in the sale of Units or shares of the Company or Share Equivalents on stock exchanges to a buyer not identified by any of the Other Shareholders 2. In case the Company and/or any Other Shareholder intends to participate in a Public Offering in which the Company and/or any Specified Shareholder is selling Units, shares or Share Equivalents of the Company, the Company shall communicate to the Investor (Swiss Re Direct Investments Company Ltd.) such intention, describing the main conditions of the Public Offering. The right of the Investor (Swiss Re Direct Investments Company Ltd.) to participate in the Public Offering shall only be applicable to the Offerings in which (a) the Company and/or any Specified Shareholder is/are selling recently-issued or existing Units, shares or Share Equivalents of the Company; or (b) the Investor (Swiss Re Direct Investments Company Ltd.) is able to offer a number of shares or Units which, in the opinion of the leading coordinator of the Public Offering, cause the combined offering of such shares or Units with the securities to be offered by Company or Specified Shareholder possible. In 15 days after the receipt of this notification, the Investor (Swiss Re Direct Investments Company Ltd.) can notify the Company and/or any Specified Shareholder, as applicable, requesting the inclusion in this Offering of Units of the Investor (Swiss Re Direct Investments Company Ltd.), provided that: (i) if the Public Offering includes only the primary offering of Units, shares or Share Equivalents by the Company, it shall make its best reasonable business efforts to include in this Public Offering all the Units of the Investor (Swiss Re Direct Investments Company Ltd.), shares or Share Equivalents of the Company that the Investor (Swiss Re Direct Investments Company Ltd.) may have requested to be included in this Public Offering, taking into account that provided that, if in the fair opinion of the leading coordinator of this Public Offering, the sum of the number of securities offered by the Companhia and the shares that the Investor (Swiss Re Direct Investments Company Ltd.) have informed to the Company that it intends to sell in the scope of such Public Offering (considering any securities which sale in such Public Offering has been requested by the Specified Shareholders exceed the maximum number of securities that could be sold without adversely affecting such Public Offering (including the sale price of such securities) (“Maximum Size of the Offering”), the securities offered by the Company shall have priority and the maximum number of Units, shares or Share Equivalents of the Company held by the Investor (Swiss Re Direct Investments Company Ltd.) and, if applicable, by any Specified Shareholder, to be included in this Public Offering shall be equivalent to the difference (if any) between the number of securities offered by the Company and the Maximum Size of the Offering, the difference being allocated in proportion to the total number of Units, shares and/or Share Equivalents of the Company held by the Investor (Swiss Re Direct Investments Company Ltd.) and by each of the Specified Shareholders that intend to participate in this Public Offering; (ii) if the Public Offering encompasses a primary offering by the Company and a secondary offering by any Specified Shareholder, the portion of the Public Offering represented by the secondary offering shall include the Units, shares or Share Equivalents of the Company held by the 354 Reference Form – 2014 – SUL AMERICA S/A Version: 19 Investor (Swiss Re Direct Investments Company Ltd.) and the Specified Shareholder, calculated in proportion to the total number of Units, shares and/or 15.5 - Shareholders’ agreement filed with the headquarters of the issuer or to which the controlling shareholder is a party Share Equivalents of the Company by the Investor (Swiss Re Direct Investments Company Ltd.) and the Specified Shareholders who intend to participate in this Public Offering; (iii) in case the Public Offering includes only one secondary offering by any Specified Shareholder, this Public Offering shall include the Units, shares or Share Equivalents of the Company held by the Investor (Swiss Re Direct Investments Company Ltd.) and the Specified Shareholder, calculated in proportion to the total number of Units, shares and/or Share Equivalents of the Company held by the Investor (Swiss Re Direct Investments Company Ltd.) and Specified Shareholders who intend to participate in this Public Offering; and (iv) in the event of any case provided for in items (i), (ii) or (iii) above, the Investor (Swiss Re Direct Investments Company Ltd.) cannot participate in a Public Offering in case such participation, in the event in which a reduction in the secondary offering is determined by the leading coordinator, could conflict with the contractual rights of ING and the IFC provided for in the ING-Sulasapar Contract and in the IFC Agreement, respectively, unless ING and/or the IFC, as applicable, have expressly waived their contractual rights, if any, according to the aforementioned instruments, in order to allow the participation of the Investor (Swiss Re Direct Investments Company Ltd.) in such Public Offering. 3. At the request from the Investor (Swiss Re Direct Investments Company Ltd.) to the Company, the Company shall collaborate, according to the Applicable Laws, in up to two Offerings of the Units of the Investor (Swiss Re Direct Investments Company Ltd.), from the second to the eighth anniversary of the Effective Date, provided that: (i) this collaboration consists of making available the information that is necessary, observing the Applicable Laws, as well as making available the executive officers and Board members in meetings with potential investors in connection with the Offering; (ii) the Company and Sulasapar shall not provide any statement or guarantee, nor assume any obligation to the Investor (Swiss Re Direct Investments Company Ltd.) or buyer(s) of the Units of the Investor (Swiss Re Direct Investments Company Ltd.) of the Offering(s), except if required by the Applicable Laws; (iii) no Offering shall be performed for over 180 days counted as from the date when it begins until the sale of the Units of the Investor (Swiss Re Direct Investments Company Ltd.), except in the cases of delays caused by the Company or Sulasapar; (iv) in the case of any Public Offering in which the total number of shares or Units to be sold represent less than 3% of the securities in free float of the same class, the collaboration to be provided by the Company shall be limited to the provided for in the Applicable Laws; (v) from the Company it shall not be required the collaboration on or provision of the registration of the Offering (as a registered offering) or the Company (as a registered offeror) according to any applicable regulation of any jurisdiction other than the Country, provided that, in the case of a Public Offering, the Company shall obtain all necessary qualification under the terms of the securities act or blue-sky law according to which the Units or shares of the Company shall be offered in connection with the Offering; (vi) from the Company it shall not be required the collaboration on any sale or private placement to a Restricted Person, except in the case, at any time, the Investor (Swiss Re Direct Investments Company Ltd.) wish to sell the shares of the Company to a private equity fund, hedge fund, or other professional financial investment or asset management company (Financial Sponsor) which is an Affiliate of a Restricted Person, in this case, the Investor (Swiss Re Direct Investments Company Ltd.) can request Sulasapar to agree with the Company and provide the necessary support in relation to any sale or private placement to such Financial Sponsor, provided that the latter signs the confidentiality agreement with the Company, being certain that the Company is not obliged to disclose to the Financial Sponsor any sensitive information in terms of competition; (vii) from the Company it shall not be required to collaborate on or register a Public Offering requested by the Investor (Swiss Re Direct Investments Company Ltd.) between the fifth and seventh anniversary from the signature date of the IFC agreement, except if the IFC has expressly agreed; (viii) from the Company it shall not be required to collaborate on or register a Public Offering requested by the Investor (Swiss Re Direct Investments Company Ltd.) between the fifth and seventh anniversary from the signature date of the IFC agreement, in case in the 12-month period prior to the request date of the Investor (Swiss Re Direct Investments Company Ltd.), the Company has held a Public Offering started at the request from the IFC, according to the IFC Agreement. 355 Reference Form – 2014 – SUL AMERICA S/A Version: 19 15.5 - Shareholders’ agreement filed with the headquarters of the issuer or to which the controlling shareholder is a party The Investor (Swiss Re Direct Investments Company Ltd.) can request up to two Offerings according to these provisions and each right shall be considered as having been exercised by the Investor (Swiss Re Direct Investments Company Ltd.) whether the Offering on which the collaboration of the Company have been requested according to the aforementioned provisions is performed or not, including because of the market conditions, taking into account that, in the case that, in the fair opinion of the leading coordinator of any Public Offering started by the Investor (Swiss Re Direct Investments Company Ltd.) according to the provisions above, the sum of the number of the securities offered by the Investor (Swiss Re Direct Investments Company Ltd.) and any other Person that is participating in such Public Offering is in excess of the maximum number of securities that can be sold without adversely affecting the Public Offering (including the sale price), the securities offered by the Investor (Swiss Re Direct Investments Company Ltd.) shall have priority over all other securities of any other Person that intends to be included in such Public Offering. 4. The proportional portion of the Investor (Swiss Re Direct Investments Company Ltd.) of any reasonable costs or expenses incurred by the Company or Sulasapar (including, among others, with external advisors, underwriters or other external service providers contracted by the Company or Sulasapar) in relation to any Offering in which the Investor (Swiss Re Direct Investments Company Ltd.) participates according to these provisions (however, not including the costs and expenses, whether additional or not, incurred by the Company or Sulasapar with salaries or other compensation of employees, executive officers or board members of the Company or Sulasapar involved in the Offering) shall be immediately reimbursed by the Investor (Swiss Re Direct Investments Company Ltd.) after the receipt by the Investor (Swiss Re Direct Investments Company Ltd.) of the adequate documentation confirming the payment by the Company or Sulasapar, as applicable, of the reasonable external costs and expenses, taking into account that provided that, in the case of an Offering that is implemented at the request from the Investor (Swiss Re Direct Investments Company Ltd.) according to the provisions above, contracting any Person which expenses have to be paid and/or shared with the Investor (Swiss Re Direct Investments Company Ltd.) in an amount in excess of the equivalent of $20,000.00 (twenty thousand dollars) shall be subject to the prior approval from the Investor (Swiss Re Direct Investments Company Ltd.). 5. At the extent that it is allowed by the Law, the Company shall have to indemnify and absolve from responsibility the Investor (Swiss Re Direct Investments Company Ltd.), and each of its executive officers, board members, employees, consultants and legal advisors in relation to any loss, claim or responsibility (and any related actions, processes or agreements) directly attributed to the Investor (Swiss Re Direct Investments Company Ltd.) or any of the aforementioned persons arising from or in connection with: (i) any false statement on a material fact contained in any prospectus, offering circular, or other offering document in relation to the Company in any Offering, observing the item 3 (ii) above; (ii) any failure to state therein a material fact necessary to cause the statements made therein not to be misleading; and (iii) any violation of the Applicable Laws (including, among others, the securities act and the exchange requirements applicable to any Offering) in relation to any act or omission by the Company in any Offering. 356 Reference Form – 2014 – SUL AMERICA S/A Version: 19 15.5 - Shareholders’ agreement filed with the headquarters of the issuer or to which the controlling shareholder is a party 6. Regarding the inexistence of restriction, the agreement establishes that (a) the Units of the Investor (Swiss Re Direct Investments Company Ltd.) and the shares of the Company represented by such Units of the Investor (Swiss Re Direct Investments Company Ltd.) can be freely transferred and traded by the Investor (Swiss Re Direct Investments Company Ltd.) at any time, at the discretion of the Investor (Swiss Re Direct Investments Company Ltd.), provided that none of the rights of the Investor (Swiss Re Direct Investments Company Ltd.) is conferrable or benefit any buyer of the Units of the Investor (Swiss Re Direct Investments Company Ltd.) other than as provided in the Transfer performed to an Affiliate of the Investor (Swiss Re Direct Investments Company Ltd.), according to the agreement; and (b) except as provided for in item 1 above, the agreement does not impede or restrict, in any way, the right or capacity of Shareholders to Transfer shares or Share Equivalents to any third party or enter into any voting arrangement or other contract type with any third party, taking into account that provided that (i) it does not infringe or conflict with the agreement or any of its provisions or the Applicable Law, nor impedes or prohibit the capacity of the Shareholders or the Company to fulfill their obligations in connection with the agreement, and (ii) whenever such Transfer or contract cause or could be reasonable expected that it causes Sulasapar (or any respective successor) (A) to loose Control of the Company, (B) to no longer hold more than 50% of the shares with voting rights of the Company, or (C) loose the capacity to bring to effect or limit the right of the Investor (Swiss Re Direct Investments Company Ltd.) to appoint the Appointed Board Member of the Investor according to the agreement, Sulasapar and the Other Shareholders shall require, as a condition to any Transfer of shares and/or Share Equivalents of the Company, that the assignee signs an Instrument of Adherence confirming that she/he is bound to the agreement in the capacity of Other Shareholder in relation to the shares of the Company and/or Share Equivalents transferred to such assignee. Any Transfer made in breach of the above provisions shall be null and void. The terms in capital letters mentioned above are the terms defined in the described shareholders’ agreement, available on the CVM website (www.cvm.gov.br) in the area of shareholders’ agreement of the Company. G. Description of clauses that restrict or bind the voting rights of the Board of Directors’ members None. 357 Reference Form – 2014 – SUL AMERICA S/A Version: 19 15.6 - Material changes in the ownership interests of the members of the control group and management members of the issuer I. On February 27, 2013, the Company signed, as intervening-consenting party, a Stock Purchase Agreement (the “Agreement”) entered into between its parent company Sulasapar Participações S.A. and ING Insurance International B.V. (ING), shareholder of Sulasapar and SulAmérica, that sets forth the corporate reorganization and repurchase, by Sulasapar, of the total shareholding interests of ING in Sulasapar, Sulasa Participações S.A., the holding of the Larragoiti Family, current parent company of Sulasapar, remaining as the single shareholder of Sulasapar upon the completion of the transaction. The transaction was completed on December 20, 2013, after the fulfillment of all preceding conditions provided for in the Agreement. As a result of the completion of the Agreement: (i) it was transferred to Amsterdã Holdings Ltda., a holding company controlled by the ING, 26,044,425 units (corresponding to 26,044,425 common shares and 52,088,850 preferred shares) issued by the Company owned by Sulasapar, by means of corporate restructuring of the latter; (ii) Sulasapar acquired, by means of repurchase, the totality of shares it issued held by ING, no longer holding any ownership interests in Sulasapar; (iii) the direct interest of Sulasapar in the Company became 25%; (iv) the total interest (direct and indirect) of the Larragoiti Family, ultimate controlling interest holders of SulAmérica, became 28%; and (v) ING became the holder of a direct interest of 21% in the total capital of the Company, which was reduced to 10% (directly and by means of Amsterdã Holdings Ltda.) with the completion of the disposal of 37,693,075 units owned by ING to a Swiss Re Direct Investments Company Ltd, announced on November 18, 2013, completed on January 7, 2014, and informed in item III below. II. On May 16, 2013, Sul América S.A. communicated that it was informed by its shareholder ING Insurance International B.V. (ING) about the entering into a contract for purchase and sale of shares between ING and the International Finance Corporation (IFC), member of the World Bank Group, according to which ING agreed to sell to the IFC 26,455,026 Units representing 26,455,026 common shares and 52,910,052 preferred shares issued by the Company. Such Units had already had their restriction to the Shareholders’ Agreement of the Company lifted, as disclosed on February 27, 2013. The acquisition was completed by the IFC on June 14, 2013, and according to the Material Fact released on May 16, 2013, the IFC became the holder of 7.9% in the total capital of the Company, whereas the ING maintained a total direct interest of 13.6%. III. On November 18, 2013, Sul América S.A. communicated that it has been informed by its shareholders ING Insurance International B.V. (ING) about the entering into a contract for the purchase and sale of shares between ING and Swiss Re Direct Investments Company Ltd (Swiss Re) whereby ING agreed to sell to Swiss Re 37,693,075 Units, corresponding to 37,693,075 common shares and 75,386,150 preferred shares issued by the Company. Also, on November 18, 2013, Swiss Re entered with the members of the Larragoiti family, indirect controlling shareholders of the Company (Larragoiti Family), into a contract for the acquisition of 13,106,928 common shares and 26,213,856 preferred shares, represented by 13,106,928 Units, corresponding to approximately 3.8% of the total shares of the Company. 358 Reference Form – 2014 – SUL AMERICA S/A Version: 19 15.6 - Material changes in the ownership interests of the members of the control group and management members of the issuer On January 7, 2014, it was completed by Swiss Re Direct Investments Company Ltd (Swiss Re), the acquisition of 37,693,075 units, representing 37,693,075 common shares and 75,386,150 preferred shares issued by the Company, disposed by ING Insurance International B.V. (ING). In view of the completion of the transaction and the effective transfer of units, Swiss Re became the holder of 14.9% interest in the capital of the Company (excluding the treasury shares), whereas ING remained with a total interest (direct and by means of Amsterdã Holdings Ltda.) of 10.0% (excluding the treasury shares). On January 31, 2014, ING Insurance International B.V. assigned and transferred to ING Verzekeringen N.V. 8,029,091 common shares and 16,058,185 preferred shares representing the capital of the Company by means of dividend in kind. Immediately thereafter, ING Verzekeringen N.V. assigned and transferred its ownership interest to ING Insurance Topholding N.V. in dividend in kind, and then the latter assigned and transferred the ownership interests to ING Groep N.V., by means of dividend in kind. On January 31, 2014, ING Groep N.V. became a party to the Shareholders’ Agreement of the Company entered into with Sulasa Participações S.A., Sulasapar Participações S.A. and Amsterdã Holdings Ltda. on December 20, 2013. 359 Reference Form – 2014 – SUL AMERICA S/A Version: 19 15.7 - Other material information There is no other information considered relevant not included in the previous items. 360 Reference Form – 2014 – SUL AMERICA S/A Version: 19 16.1 - Description of the issuer’s rules, policies and practices on the transactions with related parties On February 23, 2011, the Company’s Board of Directors approved the “Policy on Transactions with Related Parties and other Situations Involving Conflicts of Interest”. Such policy establishes that the transactions carried out by the Company with related parties shall meet market conditions, in order to assure that they are arm’s length transactions. Also, the policy establishes that, in case of interests conflicting with the interests of the Company by shareholder or management member about certain issue(s) to be deliberated in the board meeting or shareholders’ meeting, such party shall timely manifest its conflict of interest, declaring its impediment to take part in the discussions and decisions on the issue. If the party fails to do so, the other party attending the meeting may express the existing conflict, which shall be declared by majority of votes of the attendants of said meeting. The following transactions with the Company’s related parties are prohibited: (i) those carried out on conditions different than the market’s jeopardizing the Company’s interests and (ii) grant of loans to its parent company, management members and other related parties defined in item 2 of the “Policy on Transactions with Related Parties and other Situations Involving Conflicts of Interest”. Under the Code of Ethics of the Company, the participation of management members and employees is prohibited in business of private or personal nature that may interfere or conflict with the Company’s interests or that result in the use of confidential information obtained because of their position or duty performed in the Company. In the past three fiscal years, the Company performed business transactions with related parties, as disclosed in the respective Financial Statements, following market standards, not causing any benefit or loss to the Company or any other parties. For the full “Policy on Transactions with Related Parties and other Situations Involving Conflicts of Interest”, refer to the investors’ relations website of the Company at www.sulamerica.com.br/ir. 361 Reference Form – 2014 – SUL AMERICA S/A Version: 19 16.2 - Information on transactions with related parties Related party Transaction date Amount involved (Reais) 95,829.55 Existing balance Amount (Reais) Duration Loan or other type of debt NO Sulasapar 08/18/2009 65,618.79 95,829.55 04/17/2019 Participações S.A. Relation with the Parent company issuer Contract subject Rental of real estate. matter Guarantee and None. insurances Termination or Nor provided for in expiration contract. Transaction nature and reason Sulasapar 04/04/2013 -20.929.520,96 (20,929,520.96) (20,929,520.96) 04/18/2013 NO Participações S.A. Relation with the Parent company issuer Contract subject Dividends distributed to shareholders, interest holders or partners of matter SulAmérica Guarantee and None. insurances Termination or Not applicable. expiration Transaction nature and reason Sulasapar 12/17/2012 -7,608,417.55 (7,608,417.55) (7,608,417.55) 01/15/2013 NO Participações S.A. Relation with the Parent company issuer Contract subject Interest on shareholders’ equity distributed to shareholders, interest holders or partners of SulAmérica. matter Guarantee and None. insurances Termination or Not applicable. expiration Transaction nature and reason Sul América 07/01/2001 3,945,526.07 246,275.52 3,945,526.07 Indefinite. NO Capitalização S.A. SULACAP Relation with the Subsidiary issuer Contract subject Recovery of expenses arising from the shared use of the operational systems and administrative structure and is settled. matter Interest rate charged 0.000000 0.000000 0.000000 0.000000 362 Reference Form – 2014 – SUL AMERICA S/A Version: 19 16.2 - Information on transactions with related parties Related party Transaction date Guarantee and insurances Termination or expiration Transaction nature Sulasapar Participações S.A. Relation with the issuer Contract subject matter Guarantee and insurances Termination or expiration Transaction nature Sulasapar Participações S.A. Relation with the issuer Contract subject matter Guarantee and insurances Termination or expiration Transaction nature Sulasapar Participações S.A. Relation with the issuer Contract subject matter Guarantee and insurances Termination or expiration Transaction nature None. Amount involved (Reais) Existing balance Amount (Reais) Duration Loan or other type of debt Interest rate charged 62,539.35 90,634.49 04/17/2019 NO 0.000000 (5,449,026.12) (5,449,026.12) 04/18/2012 NO 0.000000 04/18/2012 NO 0.000000 Nor provided for in contract. and reason 08/18/2009 90,634.49 Parent company Rental of real estate. None. Nor provided for in contract. and reason 03/30/2012 -5,449,026.12 Parent company Dividends distributed to shareholders, interest holders or partners of SulAmérica. None. Not applicable. and reason 12/13/2011 -15,545,973.88 (15,545.973.88) (15,545,973.88) Parent company Interest on shareholders’ equity distributed to shareholders, interest holders or partners of SulAmérica None. Not applicable. and reason 363 Reference Form – 2014 – SUL AMERICA S/A Version: 19 16.2 - Information on transactions with related parties Related party Transaction date Amount involved (Reais) -11,540,870.24 Existing balance Amount (Reais) Other associates and 12/17/2012 (11,540,870.24) (11,540,870.24) individuals Relation with the Subsidiaries and members of management bodies issuer Contract subject Interest on shareholders’ equity distributed to shareholders, interest holders or partners of matter SulAmérica. Guarantee and None. insurances Termination or Not applicable. expiration Transaction nature and reason Other associates and 04/04/2013 -37,345,029.52 (37,345,029.52) (37,345,029.52) individuals Relation with the Subsidiary and members of management bodies issuer Contract subject Dividends distributed to shareholders, interest holders or partners of SulAmérica. matter Guarantee and None. insurances Termination or Not applicable. expiration Transaction nature and reason Sulasapar 08/18/2009 93,073.19 67,560.97 93,073.19 Participações S.A. Relation with the Parent company issuer Contract subject Rental of real estate. matter Guarantee and None. insurances Termination or Nor provided for in contract. expiration Transaction nature and reason Sulasapar 12/13/2013 -15,639,308.21 (15,639,308.21) (15,639,308.21) Participações S.A. Relation with the Parent company issuer Contract subject Interest on shareholders’ equity distributed to shareholders, interest holders or partners of matter SulAmérica. Guarantee and None. insurances Duration 01/15/2013 Loan or other type of debt NO Interest rate charged 0.000000 04/18/2013 NO 0.000000 04/17/2019 NO 0.000000 04/20/2014 NO 0.000000 364 Reference Form – 2014 – SUL AMERICA S/A Version: 19 16.2 - Information on transactions with related parties Related party Transaction date Sulasapar Participações S.A. Relation with the issuer Contract subject matter Guarantee and insurances Termination or expiration Transaction nature Sulasapar Participações S.A. Relation with the issuer Contract subject matter Guarantee and insurances Termination or expiration Transaction nature ING Insurance International BV Relation with the issuer Contract subject matter Guarantee and insurances Termination or expiration Transaction nature ING Insurance International BV Relation with the issuer Contract subject matter Guarantee and insurances Termination or expiration Transaction nature 12/13/2013 Amount involved (Reais) -15,639,308.21 Existing balance Amount (Reais) Duration 04/20/2014 Loan or other type of debt NO Interest rate charged 0.000000 (15,639,308.21) (15,639,308.21) 04/17/2014 NO 0.000000 04/20/2014 NO 0.000000 NO 0.000000 Parent company Interest on shareholders’ equity distributed to shareholders, interest holders or partners of SulAmérica. None. Not applicable and reason 03/31/2014 -1,494,308.99 (1,494,308.99) (1,494,308.99) Subsidiary Dividends distributed to shareholders, interest holders or partners of SulAmérica. None. Not applicable. and reason 12/13/2013 -6,391,335.18 (6,391,335.18) (6,391,335.18) Shareholder Interest on shareholders’ equity distributed to shareholders, interest holders or partners of SulAmérica. None. Not applicable. and reason 03/31/2014 -234,610.81 (234,610.81) (234,610.81) 04/17/2014 Shareholder Dividends distributed to shareholders, interest holders or partners of SulAmérica. None. Not applicable. and reason 365 Reference Form – 2014 – SUL AMERICA S/A Version: 19 366 Reference Form – 2014 – SUL AMERICA S/A Version: 19 16.2 - Information on transactions with related parties Related party Transaction date Amount involved (Reais) 93,073.19 Existing balance Amount (Reais) Duration Loan or other type of debt NO Nova Ação 08/13/2010 67,560.96 93,073.19 Indefinite participações S.A. Relation with the Same economic group issuer Contract subject Recovery of expenses arising from shared use of real estate. matter Guarantee and None. insurances Termination or Not applicable. expiration Transaction nature and reason Gouvêa Vieira 01/01/2013 -167,777.10 (167,777.10) (167,777.10) Indefinite NO Advocacia Relation with the Other issuer Contract subject Advisory and follow-up services of lawsuits, labor claims and tax proceedings. These contracts are renewed annually and terminated matter monthly Guarantee and None insurances Termination or Not applicable. expiration Transaction nature and reason Gouvea Vieira 01/01/2013 -3,745,660.44 (3,745,660.44) (3,745,660.44) Indefinite NO Advogados Associados Relation with the Other issuer Contract subject Advisory and follow-up services of lawsuits, labor claims and tax proceedings. These contracts are renewed annually and terminated matter monthly. Guarantee and None. insurances Termination or Not applicable. expiration Transaction nature and reason J.H. Gouvea Vieira 01/01/2013 -5,439,323.80 (5,439,323.80) (5,439,323.80) Indefinite NO Escritório de Advocacia Relation with the Other issuer Interest rate charged 0.000000 0.000000 0.000000 0.000000 367 Reference Form – 2014 – SUL AMERICA S/A Version: 19 16.2 - Information on transactions with related parties Related party Contract subject matter Guarantee and insurances Termination or expiration Transaction nature Other associates and individuals Relation with the issuer Contract subject matter Guarantee and insurances Termination or expiration Transaction nature Other associates and individuals Relation with the issuer Contract subject matter Guarantee and insurances Termination or expiration Transaction nature ING Securities Investment & Trust Co., LTD Relation with the issuer Contract subject matter Guarantee and insurances Termination or expiration Transaction nature Transaction date Amount involved Existing balance Amount (Reais) Duration Loan or other (Reais) type of debt Advisory and follow-up services of lawsuits, labor claims and tax proceedings. These contracts are renewed annually and terminated monthly. None. Interest rate charged Not applicable. and reason 12/13/2013 -14,491,289.50 (14,491,289.50) (14,491,289.50) 04/20/2014 NO 0.000000 04/17/2014 NO 0.000000 Indefinite NO 0.000000 Subsidiaries and members of management bodies. Interest on shareholders’ equity distributed to shareholders, interest holders or partners of SulAmérica. None. Not applicable. and reason 03/31/2014 -12,206,000.53 (12,206,000.53) (12,206,000.53) Subsidiaries and members of management bodies Dividends distributed to shareholders, interest holders or partners of SulAmérica. None. Not applicable. and reason 11/04/2009 242,014.50 242,014.50 242,014.50 Same economic group of the shareholders Financial advisory on identification of potential investments in Brazil. None. Not applicable. and reason 368 Reference Form – 2014 – SUL AMERICA S/A Version: 19 16.2 - Information on transactions with related parties Related party Transaction date Amount involved (Reais) 8,914,784.85 Existing balance Amount (Reais) Duration Caixa Capitalização 03/31/2014 8,914,784.85 8,914,784.85 04/30/2014 S.A. Relation with the Associate issuer Contract subject Dividends distributed to shareholders, interest holders or partners of SulAmérica. matter Guarantee and None. insurances Termination or Not applicable. expiration Transaction nature and reason ING Insurance 03/30/2012 -10,008,488.39 (10,008,488.39) (10,008,488.39) 04/18/2012 International BV Relation with the Shareholder issuer Contract subject Dividends and distributed to shareholders, interest holders or partners of SulAmérica. matter Guarantee and None. insurances Termination or Not applicable. expiration Transaction nature and reason ING Insurance 12/13/2011 -3,516,322.71 (3,516,322.71) (3,516,322.71) 04/18/2012 International BV Relation with the Shareholder issuer Contract subject Interest on shareholders’ equity distributed to shareholders, interest holders or partners of SulAmérica. matter Guarantee and None. insurances Termination or Not applicable. expiration Transaction nature and reason Nova Ação 08/13/2010 90,634.49 62,588.69 90,634.49 Indefinite Participações S.A. Relation with the Same economic group issuer Loan or other type of debt NO Interest rate charged 0.000000 NO 0.000000 NO 0.000000 NO 0.000000 369 Reference Form – 2014 – SUL AMERICA S/A Version: 19 16.2 - Information on transactions with related parties Related party Transaction date Amount involved Existing balance (Reais) Recovery of expenses arising from shared use of real estate. Amount (Reais) Duration Loan or other type of debt Contract subject matter Guarantee and None. insurances Termination or Not applicable. expiration Transaction nature and reason ING Securities 11/04/2009 272,000.00 272,000.00 272,000.00 Indefinite NO Investment Relation with the Same economic group of the shareholders. issuer Contract subject Provision of financial advisory on identification of potential investments in Brazil. matter Guarantee and None. insurances Termination or Not applicable. expiration Transaction nature and reason Gouvêa Vieira 01/01/2011 -300,309.04 (300,309.04) (300,309.04) Indefinite NO Advocacia Relation with the Other issuer Contract subject Advisory and follow-up services of lawsuits, labor claims and tax proceedings. These contracts are renewed annually and terminated matter monthly. Guarantee and None. insurances Termination or Not applicable. expiration Transaction nature and reason Gouvea Vieira 01/01/2011 -3,744,944.10 (3,744,944.10) (3,744,944.10) Indefinite NO Advogados Associados Relation with the Other issuer Contract subject Advisory and follow-up services of lawsuits, labor claims and tax proceedings. These contracts are renewed annually and terminated matter monthly Guarantee and None. insurances Interest rate charged 0.000000 0.000000 0.000000 370 Reference Form – 2014 – SUL AMERICA S/A Version: 19 16.2 - Information on transactions with related parties Related party Transaction date Termination or expiration Transaction nature J.H. Gouvea Vieira Escritório de Advocacia Relation with the issuer Contract subject matter Guarantee and insurances Termination or expiration Transaction nature Other associates and individuals Relation with the issuer Contract subject matter Guarantee and insurances Termination or expiration Transaction nature Other associates and individuals Relation with the issuer Contract subject matter Guarantee and insurances Termination or expiration Transaction nature Not applicable. and reason 01/01/2011 Amount involved (Reais) Existing balance Amount (Reais) Duration Loan or other type of debt Interest rate charged -10,131,066.03 (10,131,066.03) (10,131,066.03) Indefinite NO 0.000000 Other Advisory and follow-up services of lawsuits of civil, labor and tax nature. These contracts are renewed annually and terminated monthly. None. Not applicable. and reason 12/31/2011 -14,378,813.81 (14,378,813.81) (14,378,813.81) 04/18/2012 NO 0.000000 04/18/2012 NO 0.000000 Subsidiaries and members of management bodies Dividends distributed to shareholders, interest holders or partners of SulAmérica. None. Usual market conditions. and reason 03/30/2012 -21,018,261.51 (21,018,261.51) (21,018,261.51) Subsidiaries and members of management bodies Interest on shareholders’ equity distributed to shareholders, interestholders or partners of SulAmérica. None. Usual market conditions. and reason 371 Reference Form – 2014 – SUL AMERICA S/A Version: 19 16.2 - Information on transactions with related parties Related party Transaction date Amount involved (Reais) 4,814,000.00 Existing balance Amount (Reais) Duration Loan or other type of debt NO Sul América 07/01/2001 111,000.00 4,814,000.00 Indefinite Capitalização S.A. SULACAP Relation with the Subsidiary issuer Contract subject Recovery of expenses arising from the shared use of the operational systems and administrative structure and is settled. matter Guarantee and None. insurances Termination or Nor provided for in contract. expiration Transaction nature and reason ING Insurance 12/17/2012 -4,887,711.34 (4,887,711.34) (4,887,711.34) 01/15/2013 NO International BV Relation with the Shareholder issuer Contract subject Interest on shareholders’ equity distributed to shareholders, interestholders or partners of SulAmérica. matter Guarantee and None. insurances Termination or Not applicable. expiration Transaction nature and reason ING Insurance 04/04/2013 -13,502,268.58 (13,502,268.58) (13,502,268.58) 04/18/2013 NO International BV Relation with the Shareholder issuer Contract subject Dividends distributed to shareholders, interest holders or partners of SulAmérica. matter Guarantee and None. insurances Termination or Not applicable. expiration Transaction nature and reason Nova Ação 08/13/2010 95,829.55 65,618.78 95,829.55 Indefinite NO Participações S.A. Relation with the Same economic group issuer Contract subject Recovery of expenses arising from shared use of real estate. matter Guarantee and None. insurances Interest rate charged 0.000000 0.000000 0.000000 0.000000 372 Reference Form – 2014 – SUL AMERICA S/A Version: 19 373 Reference Form – 2014 – SUL AMERICA S/A Version: 19 16.2 - Information on transactions with related parties Related party Transaction date Termination or expiration Transaction nature ING Securities Investments Relation with the issuer Contract subject matter Guarantee and insurances Termination or expiration Transaction nature J.H. Gouvea Vieira Escritório de Advocacia Relation with the issuer Contract subject matter Guarantee and insurances Termination or expiration Transaction nature Gouvêa Vieira Advocacia Relation with the issuer Contract subject matter Guarantee and insurances Termination or expiration Transaction nature Not applicable. and reason 11/04/2009 Amount involved (Reais) Existing balance Amount (Reais) Duration Loan or other type of debt Interest rate charged 271,955.65 271,955.65 271,955.65 Indefinite NO 0.000000 (9,248,490.77) Indefinite NO 0.000000 Same economic group of the shareholder Financial advisory on identification of potential investments in Brazil None. Not applicable. and reason 01/01/2012 -9,248,490.77 (9,248,490.77) Other Advisory and follow-up services of lawsuits, labor claims and tax proceedings. These contracts are renewed annually and terminated monthly None. Not applicable and reason 01/01/2012 -1,648,648.20 (1,648,648.20) (1,648,648.20) Indefinite NO 0.000000 Other Advisory and follow-up services of lawsuits, labor claims and tax proceedings. These contracts are renewed annually and terminated monthly. None. Not applicable. and reason 374 Reference Form – 2014 – SUL AMERICA S/A Version: 19 16.2 - Information regarding related party transactions Related party Transaction date Amount involved (Reais) -4,328,435.05 Existing balance Amount (Reais) Duration Loan or other type of debt NO Gouvea Vieira 01/01/2012 (4,328,435.05) (4,328,435.05) Indefinite Advogados Associado Relation with the Other issuer Contract subject Advisory and follow-up services of lawsuits, labor claims and tax proceedings. These contracts are renewed annually and terminated matter monthly. Guarantee and None. insurances Termination or Not applicable. expiration Transaction nature and reason International Finance 12/13/2013 -4,350,666.87 (4,350,666.87) (4,350,666.87) 04/20/2014 NO Corporation Relation with the Shareholder issuer Contract subject Interest on shareholders’ equity distributed to shareholders, interest holders or partners of SulAmérica. matter Guarantee and None. insurances Termination or Not applicable. expiration Transaction nature and reason International Finance 03/31/2014 -348,391.98 (348,391.98) (348,391.98) 04/17/2014 NO Corporation Relation with the Shareholder issuer Contract subject Dividends distributed to shareholders, interest holders or partners of SulAmérica matter Guarantee and None. insurances Termination or Not applicable. expiration Transaction nature and reason Swiss Re Direct 12/13/2013 -2,831,546.61 (2,831,546.61) (2,831,546.61) 04/20/2014 NO Investments Company Ltd. Relation with the Shareholder issuer Interest rate charged 0.000000 0.000000 0.000000 0.000000 375 Reference Form – 2014 – SUL AMERICA S/A Version: 19 16.2 - Information on transactions with related parties Related party Transaction date Amount involved Existing balance Amount (Reais) Duration (Reais) Interest on shareholders’ equity distributed to shareholders, interest holders or partners of SulAmérica. Loan or other type of debt Contract subject matter Guarantee and None. insurances Termination or Not applicable. expiration Transaction nature and reason Swiss Re Direct 03/31/2014 -668,996.23 (668,996.23) (668,996.23) 4/17/2014 NO Investments Company Ltd Relation with the Shareholder issuer Contract subject Dividends distributed to shareholders, interest holders or partners of SulAmérica. matter Guarantee and None insurances Termination or Not applicable. expiration Transaction nature and reason Swiss Reinsurance 01/01/2013 18,672,953.13 18,672,953.13 18,672,953.13 Indefinite NO Relation with the Member of the same economic group of the shareholder issuer Contract subject Reinsurance operation between the subsidiary SALIC and reinsurance company of the same economic group of the investor (Swiss Re). matter Guarantee and None. insurances Termination or Not applicable. expiration Transaction nature and reason Swiss Reinsurance 01/01/2013 -17,052,866.21 (17,052,866.21) (17,052,866.21) Indefinite NO Relation with the Member of the same economic group of the shareholder issuer Contract subject Reinsurance operation between the subsidiary SALIC and reinsurance company of the same economic group of the investor (Swiss Re). matter Guarantee and None. insurances Termination or Not applicable. expiration Interest rate charged 0.000000 0.000000 0.000000 376 Reference Form – 2014 – SUL AMERICA S/A Version: 19 16.2 - Information on transactions with related parties Related party Transaction date Amount involved (Reais) Existing balance Amount (Reais) Duration Loan or other type of debt Interest rate charged Transaction nature and reason 377 Reference Form – 2014 – SUL AMERICA S/A Version: 19 16.3 - Identification of measures taken to deal with conflict of interest and to show that agreed conditions are based on arms’ length principles or adequate pay compensation a. identify the measures taken to deal with conflicts of interests; and In case of conflicts of interests, we adopt the governance practices provided for in the effective legislation, as well as the rules set forth in the Level 2 Rules of the BM&FBOVESPA (that is, obligation to disclose the transactions with related parties), not having a specific mechanism to identify conflicts of interest. The decisions on our transactions with related parties are submitted to the examination of our statutory Audit Committee, and the Company also adopts a “Policy on Transactions with Related Parties and Other Situations Involving Conflicts of Interests”, approved in the meeting of the Board of Directors held on February 23, 2011. The Brazilian Corporation Law, for example, expressly prohibits our shareholders and management members to vote in Shareholders’ Meetings or intervene in any transaction in which there is conflict between their interests and ours. Transactions with conflict of interest are those that are not entered into on normal market conditions, in which there is benefit provided to the related party and possibility of jeopardizing or causing loss to us. The resolution taken as a result of the vote by a shareholder who has interest conflicting with ours is nullifiable; the shareholder shall be liable for the damages caused and shall be required to transfer to the Company the advantages that she/he has obtained. Article 115 of the Brazilian Corporation Law particularly regulates the exercise of voting rights by shareholders in shareholders’ meeting, as well as the responsibility of the controlling shareholder in the company. For additional information on conflicts of interests, see “Section 12” of this Reference Form. b. show that agreed conditions are based on arms’ length principles or adequate pay compensation Our transactions and business with related parties are carried out with the intent of improving our performance and also take into account the criteria of the best price, term, technical qualification and financial charges compatible with the usual market practices, considering that all parties set terms for its effective realization (settlement) – or when the term is indefinite, guarantee to the Company the right to terminate them at its sole discretion, as well as the market’s interest rates (when applicable). 378 Reference Form – 2014 – SUL AMERICA S/A Version: 19 17.1 - Information on capital Authorization or approval date Capital (Reais) Type of capital 11/25/2013 Issued capital 2,319,882,346.85 Type of capital 11/25/2013 Subscribed capital 2,319,882,346.85 Type of capital 11/25/2013 Paid-up capital 2,319,882,346.85 Type of capital 07/28/2010 Authorized capital 0.00 Contribution period Common shares (Units) Preferred shares (Units) Total shares (Units) Contribution made immediately 512,362,664 509,842,829 1,022,205,493 Contribution made immediately 512,362,664 509,842,829 1,022,205,493 Contribution made immediately 512,362,664 509,842,829 1,022,205,493 225,000,000 225,000,000 450,000,000 379 Reference Form – 2014 – SUL AMERICA S/A Version: 19 17.2 – Capital increases Approval date Body that approved the increase 03/31/2011 Shareholders’ Meeting Criterion for setting the issue price Contribution type 03/30/2012 Shareholders’ Meeting Criterion for setting the issue price Contribution type 04/04/2013 Shareholders’ Meeting Criterion for setting the issue price Contribution type Issue date Total issue (Reais) Increase type 03/31/2011 52,051,403.08 Without share issue 03/30/2012 82,000,000.00 Common shares (Units) 0 Preferred shares (Units) Total shares (Unit) 0 0 Subscription / previous capital 0.00000000 Private 8,092,663 6,558,915 14,651,578 1.73619981 subscription The amount attributed to bonus shares, for tax purposes, shall be R$5.60 (five reais and sixty centavos) per share. Bonus shall always be performed in whole numbers, so that, pursuant to article 169, paragraph 3, of Law 6,404/76, fractions arising out of BM&FBOVESPA – Bolsa de Valores, Mercadorias e Futuros at a date to be disclosed by the Company, and the net amount then calculated is shareholders holding possible fractions. 04/04/2013 1,000,000,000.0 Private 90,399,463 73,266,659 163,666,122 19.06332167 0 subscription The amount attributed to bonus shares, for tax purposes, shall be R$5.60 (five reais and sixty centavos) per share. Bonus shall always be performed in whole numbers, so that, pursuant to article 169, paragraph 3, of Law 6,404/76, fractions arising out of BM&FBOVESPA – Bolsa de Valores, Mercadorias e Futuros at a date to be disclosed by the Company, and the net amount then calculated is shareholders holding possible fractions. Issue price Quotation factor 0.00 R$ per Unit 5.60 5.60 R$ per Unit the bonus are sold on made available to 6.11 5.60 R$ per Unit the bonus are sold on made available to 380 Reference Form – 2014 – SUL AMERICA S/A Version: 19 17.3 - Information on share splits, reverse splits and share bonus Approval date Number of shares before the approval (Units) Common shares Preferred shares Total shares Number of shares after the approval (Units) Common shares Preferred shares Total shares Bonus 03/30/2012 466,113,588 377,774,205 843,887,793 474,206,251 384,333,120 858,539,371 Bonus 04/04/2013 474,206,251 384,333,120 858,539,371 564,605,714 457,599,779 1,022,205,493 381 Reference Form – 2014 – SUL AMERICA S/A Version: 19 17.4 - Information on capital decreases Justification for not completing the table: In the past three fiscal years no decrease was made in the capital of Sul América S.A. In relation to the increase in capital informed in item 17.2 on March 31, 2011, the Company clarifies that such capital increase was conducted without issue of shares and upon contribution of the balance of the reserve for business expansion account and the totality of the reserves for tax incentive. 382 Reference Form – 2014 – SUL AMERICA S/A Version: 19 17.5 - Other material information On April 4, 2013, the capital increase of the Company, upon contribution of a portion of the balance of the Statutory Reserve account in the amount of R$1,000,000,000.00, with the issue of 90,399,463 common shares and 73,266,659 preferred shares, without par value, providing shareholders, as share bonus, 19.06332157 new common shares to every 100 common shares, and 19.06332157 new preferred shares to every 100 preferred shares held on April 4, 2013, the shares arising from the share bonus automatically comprising units, in the ratio of one common share and two preferred shares to each unit. On March 30, 2012, the capital increase of the Company, upon contribution of a portion of the balance of the Legal Reserve account in the amount of R$82, 000,000.00, with the issue of 8,092,663 common shares and 6,558,915 preferred shares, without par value, providing shareholders, as share bonus, 1.73619981 new common shares to every 100 common shares, and 1.73619981 new preferred shares to every 100 preferred shares held on March 30, 2012, the shares arising from the share bonus automatically comprising units, in the ratio of one common share and two preferred shares to each unit. On July 28, 2010 the split of the shares issued by the Company so that each share, common or preferred, represented or not by stock certificate (units), was split in three shares of the same type, the capital thus comprising 843,887,793 shares, of which 466,113,588 are common shares and 377,774,205 are preferred shares, all registered and with no par value, without any change in the proportion of common and preferred shares or to the rights and characteristics of each type. 383 Reference Form – 2014 – SUL AMERICA S/A Version: 19 18.1 - Shares’ rights Class of share or stock certificate Tag along Right to dividends Voting rights Convertibility Convertibility conditions and the effects on capital stock Right to capital reimbursement Description of characteristics of capital reimbursement Restriction to free float Description of restriction Conditions for changing the rights entitled by such securities Other material characteristics Common 100.000000 According to Law 6,404/76 and Sul America S.A.’s Bylaws, for each fiscal year, the shareholders of common and/or preferred shares are entitled to 25% of the adjusted net income under the terms of article 202 of Law 6,404/76, which shall be distributed as mandatory dividend, except for the cases provided for by law. The management proposal must be evaluated at the Annual Shareholders’ Meeting for the distribution of dividends. Full Yes The shareholders of the Company may convert their common shares into preferred shares issued by the Company, at a ratio of one common share to one preferred share, not being allowed to exceed the maximum legal limit of preferred shares, the Board of Directors of Sul America S.A. being responsible for establishing the terms and periods for the exercise of such right. In case the conversion of the shares held by shareholders of common shares may result in a number of preferred shares in excess of the legal limit of 50% of the total shares issued by Sul America S.A., such conversion shall be performed by means of apportionment between the interested shareholders, in the proportion of their interest in the capital stock, up to such legal limit. Yes It is entitled to the holders of common shares the reimbursement of book value in case of liquidation of the Company. In the event of exercising the right of withdrawal, the amount to be paid by the Company to the shareholders as reimbursement for the respective shares, in the cases authorized by Law 6,404/76, as amended by Law 10,303/01, shall be calculated based on the economic value of such shares, to be determined in accordance to the valuation procedure accepted by Law 9,457/97, whenever such amount is lower than the book value determined pursuant to article 45 of Law 6,404/76. Yes The restrictions in the terms of the Policy on Disclosure of Material Act or Fact and Trading of Securities of Sul America S.A., approved on July 27, 2012, shall be observed, as well as those informed in Item 20 of this Reference Form The Bylaws of the Company provides that the shareholders’ meeting may suspend the exercise of the rights, including the voting rights, of the shareholder who do not comply with the obligation imposed by law, its regulation or by the Bylaws, including the disclosure of the acquisition of share interest. According to Law 6,404/76, neither the Bylaws nor the resolutions of the Company taken in Shareholders’ Meeting may deny shareholders the right to: (i) profit sharing; (ii) participate, in the event of Company liquidation, in the distribution of any remaining assets, in proportion to its interest in the capital; (iii) to inspect the Company management, as provided in Law 6,404/76; (iv) the priority right in the subscription of future capital increase, except as provided for in Law 6,404/76; and (v) the right of withdraw from Company as provided for in Law 6,404/76. Moreover, the Company is subject to the following rules related to public offerings of shares, besides the Bylaws of the Company (see item 18.2): (a) Law 6,404/76 (article 4, paragraphs 4, 5 and 6; article 4-A, paragraphs 1 and 3, article 254-A, paragraphs 1 and 2; article 257, paragraphs 1, 2, 3 and 4); and (b) Level 2 Listing Rules of Corporate Governance of BM&FBOVESPA. 384 Reference Form – 2014 – SUL AMERICA S/A Class of share or stock certificate Tag along Version: 19 Preferred 100.000000 385 Reference Form – 2014 – SUL AMERICA S/A Version: 19 18.1 - Shares’ rights Right to dividends Voting rights Convertibility Convertibility conditions and the effects on capital stock Right to capital reimbursement Description of characteristics of capital reimbursement Restriction to free float Description of restriction Conditions for changing the rights entitled by such securities Other material characteristics According to Law 6,404/76 and Sul America S.A.’s Bylaws, for each fiscal year, the shareholders of common and/or preferred shares are entitled to 25% of the adjusted net income under the terms of article 202 of Law 6,404/76, which shall be distributed as mandatory dividend, except for the cases provided for by law. It’s the Annual Shareholders’ Meeting duty evaluate management proposal for the distribution of dividends Restricted Voting rights of preferred shares: transformation, merger, acquisition or split of the Company; approval of contracts between the Company and its controlling shareholder, directly or by means of third parties, and contracts involving other companies in which the controlling shareholders have interests, whenever the approval of these contracts is resolved in Shareholders’ Meeting; appraisal of the assets allocated to contribution in the capital increase of the Company; choice of institution or company specialized in determining the economic value of the Company, for purposes of public offering (chapter VII of the Bylaws of the Company); and amendment or revocation of the provisions of the Bylaws that modify the requirements provided for in Section VI, item 4.1 of the Level 2 Rules (for the latter, provided that the Agreement for Adherence to the Level 2 Differentiated Corporate Governance Practices (the new name is Level 2 Corporate Governance Listing Agreement) is in effect in the Company). No Yes The holder of common shares is entitled to the reimbursement of their book value in case of liquidation of the Company. In the event of the exercise of the right of withdrawal, the amount to be paid by the Company to the shareholders as reimbursement for the respective shares, in the cases authorized by Law 6,404/76, as amended by Law 10,303/01, shall be calculated based on the economic value of such shares, to be determined in accordance to the valuation procedure accepted by Law 9,457/97, whenever the amount is lower than the book value determined pursuant to article 45 of Law 6,404/76. Yes The restrictions in the terms of the Policy on the Disclosure of Material Act or Fact and Trading of Securities of Sul America S.A., approved on July 27, 2012, shall be observed, as well as those informed in Item 20 of this Reference Form The Bylaws of the Company provides that the shareholders’ meeting may suspend the exercise of the rights, including the voting rights, of the shareholder who do not comply with the obligation imposed by law, its regulation or by the Bylaws, including the disclosure of the acquisition of share interest. According to Law 6,404/76, neither the Bylaws nor the resolutions of the Company taken in Shareholders’ Meeting may deny shareholders the right to: (i) profit sharing; (ii) participate, in the event of Company liquidation, in the distribution of any remaining assets, in proportion to its interest in the capital; (iii) to inspect the Company management, as provided in Law 6,404/76; (iv) the priority right in the subscription of future capital increase, except as provided for in Law 6,404/76; and (v) the right of withdraw from Company as provided for in Law 6,404/76. Moreover, the Company is subject to the following rules related to public offerings of shares, besides the Bylaws of the Company (see item 18.2): (a) Law 6,404/76 (article 4, paragraphs 4, 5 and 6; article 4-A, 386 Reference Form – 2014 – SUL AMERICA S/A Version: 19 paragraphs 1 and 3, article 254-A, paragraphs 1 and 2; article 257, paragraphs 1, 2, 3 and 4); and (b) Level 2 Listing Rules of Corporate Governance of BM&FBOVESPA. 387 Reference Form – 2014 – SUL AMERICA S/A Version: 19 18.2 - Description of the possible statutory rules that limit the voting rights of significant shareholders or require them to make a public offering The Bylaws of Sul America S.A., in its article 45, provide that the shareholders’ agreements duly registered with the Company’s headquarters, among the other agreements that regulate the exercise of voting right, shall be honored by the Company and its management. The president of the Shareholders’ Meeting or of the Board of Directors’ meeting, as the case may be, shall: (i) declare the invalidity of the vote casted by the shareholder or member of the Board of Director’s violating the terms of such agreements, or (ii) authorize, in the event of absence or abstention of shareholders or member of the Board of Directors, the other affected shareholders or member of the Board of Directors elected by the affected shareholders, to vote with the shares or votes entitled to the absent or defaulting shareholders or Board members. In addition, the Company has a “Policy on Transactions with Related Parties and other Situations Involving Conflicts of Interest”, which establishes in the case of conflicts with the interests of the Company by shareholders or management members in relation to (a) certain issue(s) to be discussed in the board meeting or shareholders’ meeting, the latter shall time announce his/her particular conflict of interest, declaring herself/himself impeded from participating in discussions and resolutions on the issue. If such party fails to do so, another party attending the meeting may declare the existing conflict, which shall be declared by majority of votes of the meeting participants. In relation to the public offering obligation, the Bylaws of Sul America S.A. provide, in its article 33, that the disposal of controlling shareholder of the Company, both by means of a single transaction, and by means of successive transactions, shall be contracted on suspensive or resolutory condition, that the acquirer undertakes to carry out a offer for the acquisition of the shares of the remaining shareholders of the Company (including the shareholders with preferred shares), in order to ensure the equal treatment to that given to selling controlling shareholder (including minimum price of 100% of amount paid per share with voting right of the selling controlling shareholder), observing the other conditions and the terms provided for in the legislation and in the Level 2 Rules of BM&FBOVESPA. The abovementioned public offering shall be performed: (a) in the cases of assignment for consideration of subscription rights of shares and other titles or rights relative to convertible securities that may result in the disposal of control of the Company; and (b) in case of disposal of control of company that holds the controlling power of the Company. Under the terms of article 35 of the Bylaws, the acquirer of the control power shall pay, to all the people who sold the shares of the Company in the sessions that the Acquirer made the acquisitions, proportionally to the daily selling net balance of each of them, an amount equivalent to the difference between the public offering price and the amount paid per share occasionally acquired on stock exchange over the six months prior to the takeover date, duly adjusted through the payment date, BM&FBOVESPA being responsible for operating the distribution, according to its rules. Furthermore, according to the Bylaws of Sul America S.A., article 37, a public offering shall be performed, in which the minimum price to be offered shall be calculated based on the economic value of the shares, to be determined in accordance to the appraisal report, following the legal rules and regulations applicable to the Company in the following cases: (i) the cancellation of the registration as public company (case in which the offering shall be performed by the Company or the controlling shareholder); or (ii) delisting from the Level 2 Differentiated Corporative Governance Practices of BM&FBovespa (case in which the offering shall be performed by the controlling shareholder); or (iii) cancellation of the authorization to trade the securities issued by the Company in Level 2 because a possible nonfulfillment of the obligations contained in Level 2 Rules not corrected in the term indicated by BM&FBOVESPA (case in which the offering shall be performed by the controlling shareholder). 388 Reference Form – 2014 – SUL AMERICA S/A Version: 19 18.2 - Description of the possible statutory rules that limit the voting rights of significant shareholders or require them to make a public offering There is also the requirement that any shareholder that acquires or becomes the holder of shares issued by the Company, as well as the one who acquires or becomes the holder of other rights, including the usufruct or trust, of the common shares issued by the Company, in a quantity equal or higher than 25% of total common shares issued by the Company, carries out or request the registration of a tender offer for the totality of shares issued by the Company, within a maximum period of 90 days. In the case described in the above paragraph, the purchase price of each share issued by the Company shall be the highest between: (i) the unit price of the shares issued by the Company in the economic value appraisal report, determined in up to 60 days from the date of the Extraordinary Shareholders’ Meeting which take resolution on the choice of the company that shall prepare the appraisal report; and (ii) the average price paid by the offering shareholder related to the last 5% of the shares issued by the Company acquired prior to the purchase of the 25% portion, duly restated by the country’s base rate (SELIC). As provided for in Paragraph Eight of Article 41 of the Bylaws, the obligation described above does not apply in the event a person become the owner of the shares issued by the Company in an amount equal to or above 25% (twenty five percent) of the total common shares issued by it as a result of (i) merger of one company into the Company, (ii) merger of the shares of another company into the Company, (iii) subscription of the shares of the Company, performed in only one issue or more than one primary issue, which has(have) been approved in Shareholders’ Meeting of the Company and/or by the Board of Directors, and which proposal of capital increase has determined the setting of the issue price of shares based on the economic value obtained from an appraisal report on the economic value of the Company carried out by an expert institution or company with proven experience in appraisal of public companies; (iv) succession by force of corporate reorganization or legal provision – including the succession by force of inheritance – involving persons that are shareholders of the Company on October 1, 2007, and (a) its respective direct or indirect subsidiaries on October 1, 2007, or (b) its respective direct or indirect parent companies on October 1, 2007. For the purposes of this paragraph, control is understood as the ownership of at least 50% (fifty percent) plus one share in the voting capital of the subsidiary and the exercise of the rights to which lines (a) and (b) of article 116 of the Brazilian Corporation Law refers. 389 Reference Form – 2014 – SUL AMERICA S/A Version: 19 18.3 - Description of exceptions and suspensive clauses related to equity or political rights established by the Bylaws The article 40 of the Bylaws of Sul America S.A. establishes that the Shareholders’ Meeting may suspend the exercise of rights, including voting, of the shareholder who fails to comply with obligations imposed by Law, its regulation or the Bylaws, including the one of disclosing the acquisition of any share as previously described in item 18.1 of this Reference Form. The Board of Directors of the Company shall convene the Extraordinary Shareholders’ Meeting, in which the Acquirer Shareholder (according to the definition in Paragraph 11 of the Bylaws of the Company) can not vote, to take resolution on the suspension of the exercise of the rights of the Acquirer Shareholder that did not fulfill any of the obligations imposed by article 41 of the Bylaws of the Company, as provided for in article 120 of Law 6,404/76. 390 Reference Form – 2014 – SUL AMERICA S/A Version: 19 18.4 - Trading volume and the highest and lowest prices of traded marketable securities Fiscal year Quarter 12/31/2013 Security 03/31/2013 Stock Certificates Units (comprising one common share and two preferred shares) Stock Certificates Units (comprising one common share and two preferred shares) Stock Certificates Units (comprising one common share and two preferred shares) Stock Certificates Units (comprising one common share and two preferred shares) 06/30/2013 09/30/2013 12/31/2013 Fiscal Year 12/31/2012 Quarter Security 03/31/2012 Stock Certificates Units (comprising one common share and two preferred shares) Type Type Class Class Market Managing entity Traded amount (Reais) Highest price (Reais) Quotation factor 16.96 Lowest price (Reais) 14.23 Stock exchange BM&FBOVESPA S.A. Bolsa de Valores, Mercadorias e Futuros 841,462,766 Stock exchange BM&FBOVESPA S.A. Bolsa de Valores, Mercadorias e Futuros 936,641,591 17.27 12.75 R$ per unit Stock exchange BM&FBOVESPA S.A. Bolsa de Valores, Mercadorias e Futuros 553,526,827 16.00 12.25 R$ per unit Stock exchange BM&FBOVESPA S.A. Bolsa de Valores, Mercadorias e Futuros 494,705,067 16.95 14.50 R$ per unit Market Managing entity Traded amount (Reais) Highest price (Reais) Quotation factor Stock exchange BM&FBOVESPA S.A. Bolsa de Valores, Mercadorias e Futuros 523,964,675 15.60 Lowest price (Reais) 12.05 R$ per unit R$ per unit 391 Reference Form – 2014 – SUL AMERICA S/A Version: 19 18.4 - Trading volume and highest and lowest prices of traded marketable securities Fiscal year Quarter 12/31/2012 Security 06/30/2012 Stock Certificates Units (comprising one common share and two preferred shares) Stock Certificates Units (comprising one common share and two preferred shares) Stock Certificates Units (comprising one common share and two preferred shares) 09/30/2012 12/31/2012 Fiscal year 12/31/2011 Quarter Security 03/31/2011 Stock Certificates Mobiliários-Units (comprising one common share and two preferred shares) Stock Certificates Units (comprising one common share and two preferred shares) 30/06/2011 Type Type Class Class Market Stock exchange BM&FBOVESPA S.A. Bolsa de Valores, Mercadorias e Futuros 445,564,957 13.77 Lowest price (Reais) 11.78 Stock exchange BM&FBOVESPA S.A. Bolsa de Valores, Mercadorias e Futuros 564,986,770 13.67 10.16 R$ per unit Stock exchange BM&FBOVESPA S.A. Bolsa de Valores, Mercadorias e Futuros 482,607,728 14.95 12.23 R$ per unit Highest price (Reais) Quotation factor R$ per unit Market Managing entity Managing entity Traded amount (Reais) Traded amount (Reais) Highest price (Reais) Stock exchange BM&FBOVESPA S.A. Bolsa de Valores, Mercadorias e Futuros 458,147,697 17.16 Lowest price (Reais) 14.24 Stock exchange BM&FBOVESPA S.A. Bolsa de Valores, Mercadorias e Futuros 477,102,432 17.23 15.22 Quotation factor R$ per unit R$ per unit 392 Reference Form – 2014 – SUL AMERICA S/A Version: 19 18.4 - Trading volume and highest and lowest prices of traded marketable securities Fiscal year 12/31/2011 Quarter Security 30/09/2011 Stock Certificates Units (comprising one common share and two preferred shares) Stock Certificates Units (comprising one common share and two preferred shares) 31/12/2011 Type Class Market Managing entity Traded amount (Reais) Highest price (Reais) Stock exchange BM&FBOVESPA S.A. Bolsa de Valores, Mercadorias e Futuros 572,942,598 16.47 Lowest price (Reais) 11.72 Stock exchange BM&FBOVESPA S.A. Bolsa de Valores, Mercadorias e Futuros 707,475,908 13.13 10.49 Quotation factor R$ per unit R$ per unit 393 Reference Form – 2014 – SUL AMERICA S/A Version: 19 18.5 - Description of other marketable securities issued Security Debentures Identification of marketable security Third (3rd) Issue of Simple Debentures Issue date 05/16/2014 Maturity date 05/16/2022 Number of units (Units) 50,000 Total amount (Reais) 500,000,000.00 Restriction to free float Yes Description of restriction Debentures can only be traded between Qualified Investors and after the lapse of 90 (ninety) days counted as from the respective subscription or acquisition date, under the terms of articles 13 and 15 of the CVM Instruction 476, and the fulfillment, by the Company, of the obligations provided for in article 17 of the CVM Instruction 476. Restriction to free float: In the rules mentioned in items 18.6 and 18.10 of this Reference Form. Convertibility No Possibility of redemption No 394 Reference Form – 2014 – SUL AMERICA S/A Version: 19 18.5 - Description of other issued marketable securities Characteristics of marketable securities The simple nonconvertible debentures, unsecured, are composed of two series that total 50,000 debentures with unit face value of R$10,000.0, on issue date, totaling an issue of R$500.0 million, on the issue date. The first series debentures, which total R$ 370.0 million, mature on May 15, 2019, with interest payments every six months of 108.25% of the CDI, whereas the second series debentures, which total R$130.0 million, shall fall due on May 15, 2022, with payment of annual interest of 7.41%, plus the IPCA variation. The Unit Face Value of outstanding First Series Debentures shall be amortized in three annual and successive installments, taking into account that (a) the first installment, in the amount corresponding to 33.33% of the Unit Face Value of the outstanding First Series Debentures, is due on May 15, 2017; (b) the second installment, in the amount corresponding to 33.33% of the Unit Face Value of the outstanding First Series Debentures, is due on May 15, 2018; and (c) the third installment, in the amount corresponding to the debt balance of the Unit Face Value of the outstanding First Series Debentures, is due on the Maturity Date of the First Series; and (ii) the Unit Face Value of the outstanding Second Series Debentures shall be amortized in three annual and successive installments, taking into account that: (a) the first installment, in the amount corresponding to 33.33% of the Unit Face Value of the outstanding Second Series Debentures, is due on May 15, 2020; (b) the second installment, in the amount corresponding to 33.33% of the Unit Face Value of the outstanding Second Series Debentures, is due on May 15, 2021; and (c) the third installment, in the amount corresponding to the debt balance of the Unit Face Value of the outstanding Second Series Debentures, is due on the Maturity Date of the Second Series. The Debentures shall have their acceleration of maturity declared in the events and under the terms provided for in the Indenture. The Indenture shows the usual events of acceleration of maturity, among which are: nonfulfillment by the Issuer of any contractual or monetary obligation provided for in the Indenture; assignment of the obligations of the Indenture, corporate reorganization, change in corporate control, or transformation of the Issuer; capital decrease or substantial change in the corporate purpose of the Issuer; nonfulfillment of financial obligations or unfavorable final and unapealable court decisions, under the terms of the Indenture, or even the occurrence of protests of the securities against the Issuer; attachment of lien on the assets of the Issuer or distributions paid to shareholders; loss of direct or indirect ownership of a substantial portion of its assets; distribution and/or payment of distribution of earnings to the shareholders of the Issuer, in case the Issuer is in arrears in relation to any of its obligations established in the Indenture; and the nonobservance of the following financial ratios, described in the Indenture: (i) Net Financial Debt equal to or lower than twice the Cash Generation; (ii) Cash Generation equal to or more than four times the Net Investment Income; and (iii) Cash Generation equal to or above zero. The Fiduciary Agent contracted to perform its duties and attributions, under the 395 Reference Form – 2014 – SUL AMERICA S/A Version: 19 terms of the Law and the Indenture is Pentágono S.A. Distribuidora de Títulos e Valores Mobiliários, to which a remuneration of R$3,000.00 per year shall be paid. For other information, see item 18.10 of this Reference Form. 396 Reference Form – 2014 – SUL AMERICA S/A Version: 19 18.5 - Description of other issued marketable securities Conditions for changing the rights entitled by such securities Any change to the rights entitled to the debentureholders of the third issue of Simple Debentures shall depend on the approval from the debentureholders in a meeting, representing a minimum of 75% (seventy five percent) of the outstanding Debentures, except if otherwise provided for in the Indenture and in the events of changes of (a) provisions of Clause 9.6 of the Indenture; (b) any of the quorums provided for in the Indenture; (c) Interest, except for the provisions of Clauses 6.14.2 and 6.15.2 of the Indenture; (d) any payment dates of any amounts provided for in the Indenture; (e) effective term of the Debentures; (f) the type of Debentures; (g) creation of renegotiation event; (h) provisions related to Clause 6.17 of the Indenture; (i) provisions related to Clause 6.18 of the Indenture; (j) provisions related to Clause 6.19 of the Indenture; or (k) the wording of any Event of Default, observing that, in case of waiver or temporary forgiveness to an Event of Default, the provision of Clause 9.6 of the Indenture shall apply; which can only be proposed by the Company and shall be approved by the Debentureholders representing a minimum of 95% of the outstanding Debentures. 9.6 In the resolutions in the meetings of Debentureholders, each outstanding Debenture shall entitle one vote, a proxy being acceptable, whether the latter is a Debentureholder or not. Other material characteristics See items 18.6 and 18.10 of this Reference Form. Security Debentures Identification of marketable security Issue date First (1st) Issue of Simple Debentures Maturity date 02/06/2017 Number of units (Units) 50,000 Total amount (Reais) Restriction to free float 500,000,000.00 Description of restriction Debentures can only be traded between Qualified Investors and after the lapse of 90 (ninety) days counted as from the respective subscription or acquisition date, under the terms of articles 13 and 15 of the CVM Instruction 476, and the fulfillment, by the Company, of the obligations provided for in article 17 of the CVM Instruction 476. Restriction to free float: In the rules mentioned in items 18.6 and 18.10 of this Reference Form. Convertibility No Possibility of redemption No 02/06/2012 Yes 397 Reference Form – 2014 – SUL AMERICA S/A Version: 19 18.5 - Description of other issued marketable securities Characteristics of marketable securities The Debentures were issued in registered, book-entry form, with the maturity date on February 6, 2017 and Unit Face Value of R$10,000.00 (on issue date). The Debentures are simple, unsecured, issued in sole series. The Face Value of each Debenture shall be paid in three annual and successive installments, in the following order: two installments, on February 6, 2015 and February 6, 2016, each in the amount corresponding to 33.33% of the face value of each Debenture. The last installment is the amount corresponding to the debt balance of the face value of each Debenture, owed on the maturity date. On the debt balance of the face value of each Debenture accrues interests corresponding to 100% of the cumulative variation of the daily average rates of DI, plus a surcharge of 1.15%, calculated and paid according to the Indenture and the first amendment to the Indenture. The Debentures shall have their acceleration declared in the events and under the terms provided for in the Indenture. The Indenture provides for the usual events of acceleration of maturity, among which are the following: - Nonfulfillment by the Issuer of any contractual or monetary obligation provided for in the Indenture. - Assignment of the obligations of the Indenture, corporate reorganization, change in corporate control, or transformation of the Issuer. - Capital decrease or substantial change in the corporate purpose of the Issuer. - Nonfulfillment of the financial obligations or unfavorable final and unappealable court decisions, under the terms of the Indenture, or even occurrence of protests of securities against the Issuer. - Attachment of lien on the assets of the Issuer or distributions paid to shareholders; - Loss of direct or indirect ownership of a substantial portion of its assets; - Distribution and/or payment of distribution of earnings to the shareholders of the Issuer, in case the Issuer is in arrears in relation to any of its obligations established in the Indenture. - Nonobservance of the following financial ratios, described in the Indenture: (i) Net Financial Debt equal to or lower than twice the Cash Generation; (ii) Cash Generation equal to or more than four times the Net Investment Income; and (iii) Cash Generation equal to or above zero. The Fiduciary Agent contracted to perform its duties and attributions, under the terms of the Law and the Indenture is Pentágono S.A. Distribuidora de Títulos e Valores Mobiliários, to which a remuneration of R$6,500.00 per year. The Fiduciary Agent shall also receive an additional remuneration 398 Reference Form – 2014 – SUL AMERICA S/A Version: 19 equivalent to R$100.00 (one hundred reais) per man-hour dedicated to the activities related to the Issue and the Debentures, in case of default by the Company. For other information, see item 18.10 of this Reference Form. 18.5 - Description of other issued marketable securities Conditions for changing the rights entitled by such marketable securities Any change to the rights entitled to the debentureholders of the first issue of Simple Debentures shall depend on the approval from the debentureholders in a meeting, representing a minimum of 75% (seventy five percent) of the outstanding Debentures, except if otherwise provided for in the Indenture and in the events of changes of (i) quorums; (ii) Interest (except in the event of termination, limitation and/or non release of the DI rate); (iii) payment dates; (iv) effective term; (v) debenture type; (vi) renegotiation; (vii) optional early redemption; (viii) optional accelerated amortization; (ix) early redemption offer; (x) wording of any event of default; (xi) the provisions of items “(i)” to “(xii)” above, which can only be proposed by the Company and shall be approved by Debentureholders representing a minimum of 95% of the outstanding Debentures. In the resolutions from the meetings of Debentureholders, each outstanding Debenture entitles to one vote. Other material characteristics See items 18.6 and 18.10 of this Reference Form. 399 Reference Form – 2014 – SUL AMERICA S/A Version: 19 18.6 – Brazilian markets where the securities are listed for trading The shares of the Company are traded as stock certificates (units – SULA11) in the proportion of one common share and two preferred shares, listed for trading on BM&FBovespa S.A. – Bolsa de Valores, Mercadorias e Futuros. The first issue Debentures of the Company were registered for trading in the secondary market by means of the National Debenture Module (“Módulo Nacional de Debêntures” in portuguese, or SND), administered and operated by CETIP. Debentures can only be traded between Qualified Investors and after the lapse of 90 (ninety) days counted from the respective subscription or acquisition date, under the terms of the articles 13 and 15 of CVM Instruction 476, and the fulfillment, by the Company, of the obligations provided for in article 17 of CVM Instruction 476. The third issue Debentures of the Company were registered for trading in the secondary market by means of the CETIP 21 Module – Securities (CETIP21), administered and operated by CETIP. Debentures can only be traded between Qualified Investors and after the lapse of 90 (ninety) days counted from the respective subscription or acquisition date, under the terms of the articles 13 and 15 of CVM Instruction 476, and the fulfillment, by the Company, of the obligations provided for in article 17 of CVM Instruction 476. 400 Reference Form – 2014 – SUL AMERICA S/A Version: 19 18.7 - Information on the class and type of the security listed for trading in foreign markets There are no securities listed for trading in foreign markets. 401 Reference Form – 2014 – SUL AMERICA S/A Version: 19 18.8 - Public Offerings made by the issuer or third parties, including parent companies and associates and subsidiaries, related to the issuer’s securities In the last quarter of 2011, the Company started the process for its first issue of debentures. On January 4, 2012, the Board of Directors of the Company approved the first issue of simple nonconvertible debentures, unsecured, in a single series, in the total amount of R$500,000,000.00 for public distribution with restricted placement efforts, pursuant to CVM Instruction 476/09. On February 6, 2012, 50 thousand debentures were issued, with unit face value of R$10 thousand and maturity of five years, thus falling due on February 6, 2017. The face value of debentures shall be amortized in three annual and successive installments from the third year of their issue. Debentureholders shall be entitled to payment of interests every six months, corresponding to 100% of the cumulative variation of the average daily rates of one-day interbank deposit rate (DI), over extra-group, plus a surcharge of 1.15% per year of 252 business days, defined according to the Bookbuilding Procedure held on February 8, 2012. The net proceeds obtained by the Company with the issue of debentures were used for: (i) meeting the cash needs resulting from the expansion of the operations of the Company and/or direct or indirect subsidiary (according to the definition of control provided for in article 116 of the Brazilian Corporation Law) by the Company; (ii) restoring the cash position of the financial debt; and (iii) general corporate purposes. This operation was rated brAA (Brazil National Scale) by Standard & Poor's AA-rating (preliminary longterm national rating) by Fitch Ratings. After the issue date of the debentures, Fitch Ratings upgraded the long term national rating to AA(bra). On May 16, 2014, the Board of Directors of the Company approved the issue of Simple Nonconvertible Debentures, unsecured, in up to two series, composed of 50,000 debentures with unit face value of R$10,000.00, on issue date, totaling an issue of R$500.0 million, on issue date. The first series debentures, which totaled R$370.0 million, shall mature on May 15, 2019, with interest paid every six months of 108.25% of the cumulative variation of the daily average rates of one-day Interbank Deposits (DI), over extra-group, while the second series debentures, which totaled R$130.0 million, shall mature on May 15, 2022, with interest paid annually of 7.41%, plus the variation of the National Extended Consumer Price Index (IPCA), released by the Brazilian Institute of Geography and Statistics (IBGE). The face value of both series shall be amortized in three annual and successive installments, the last one paid on the respective maturity of each series. The debentures were the purpose of the Public Offering with restrict placement efforts, under the terms of Law 6,385, of December 7, 1976, as amended, of CVM Instruction 476, of January 16, 2009, as amended, solely targeted at Qualified Investors, as defined in the CVM Instruction 476. The net proceeds obtained by the Company with the Issue shall be fully used to: (i) meeting the cash needs and taking the opportunities for the expansion of own operations that are currently performed by the Company and its subsidiaries; and (ii) taking the opportunities for consolidation in the markets where the Company and its subsidiaries operate. This operation received the AA(bra) risk rating by Fitch Ratings. Also, the Company informs that there was no public offering performed by third parties (including parent companies and subsidiaries and associates), related to the securities issued by the Company. 402 Reference Form – 2014 – SUL AMERICA S/A Version: 19 18.9 - Description of tender offers made by the issuer related to the shares issued by third parties Not applicable, once there was no tender offer made by the issuer related to the shares issued by third parties over the past three fiscal years, or in the current fiscal year. 403 Reference Form – 2014 – SUL AMERICA S/A Version: 19 18.10 - Other material information On October 4, 2007, the Company carried out a public offering of 21,739,132 units, with an over allotment of up to 3,260,868 units, issued at the price of R$31 per Unit. The over allotment of the public offering of shares was fully exercised by UBS Pactual, totaling an issue of 25 million units in the scope of the public offering of shares. To carry out the offering, the Company relied on the support of four financial institutions, four law firms, and two audit firms. The units are listed in Level 2 of Corporate Governance of BM&FBOVESPA, and consist of one common share and two preferred shares. The shareholding composition after the public offering of shares is described in item 15.1 of this Reference Form. The Company understands that is material the provision of information on its relationship with the debt market, to provide a true, accurate and complete picture of its economic and financial condition, upon the event of its issue of debentures. The first issue of simple nonconvertible debentures, unsecured, in sole series had the following characteristics: (i) Use of Proceeds: the net proceeds obtained by the Company with the Issue shall be used for (i) meeting cash needs resulting from the expansion of operations of the Company and/or any of the Company´s direct or indirect subsidiary (as defined under Article 116 of the Brazilian Corporation Law) by the Company ("Subsidiary"), (ii) restoring cash after the settlement of the financial debt; and (iii) general corporate purposes. (ii) Placement: the Debentures were the purpose of the public offering with restricted placement efforts, under the terms of the CVM Instruction 476, with firm placement commitment in relation to the totality of Debentures, with the intermediation of the Underwriters, in terms of the Debentures distribution agreement ("Underwriting Agreement"), having as target qualified investors as defined under the terms Article 4 of CVM Instruction 476 ("Qualified Investors"); (iii) Bookbuilding Procedure: a bookbuilding procedure was adopted, organized by the Underwriters, without receiving booking orders, without minimum or maximum allotments, for definition with the Company, observing the provisions of Article 3 of CVM Instruction 476, of the Interest (as defined in item (xx) below), within the limit specified in item (xx) below ("Bookbuilding Procedure"); (iv) Subscription Period: at any time as from the initial date of the Offering, observing the provisions of Article 8, paragraph 2 of CVM Instruction 476; (v) Subscription and Payment Type and Payment Price: Securities Distribution Module (“Módulo de Distribuição de Títulos” in portuguese, or SDT) managed and operated by CETIP SA – Mercados Organizados (CETIP), by a maximum of 20 Qualified Investors, in cash, upon subscription ("Payment Date"), and in local currency at Face Value (as defined in item (x) below), plus the Interest (as defined in item (xx) below), calculated on pro rata basis from the Issue Date (as defined in item (xvii) below) to the respective Payment Date; (vi) Trading: the secondary market by means of the National Debenture Module (“Módulo Nacional de Debêntures” in portuguese, or SND), managed and operated by CETIP. The Debentures may only be traded among Qualified Investors, after the lapse of 90 (ninety) days counted from the respective subscription or acquisition date, under the terms of Articles 13 and 15 of CVM Instruction 476, provided that the Company is in compliance with the obligations provided for in Article 17 of CVM Instruction 476; (vii) Number of Issue: first debentures issue of the Company; (viii) Total Issue Amount: R$500,000,000.00 (five hundred million reais), on the Issue Date ("Total Issue Amount"); (ix) Quantity: 50,000 (fifty thousand) Debentures; 404 Reference Form – 2014 – SUL AMERICA S/A Version: 19 (x) Face Value: unit face value of R$10,000.00 (ten thousand reais) on the Issue Date ("Face Value"), observing the provisions of Article 4, item II of CVM Instruction 476; (xi) Series: single series; 405 Reference Form – 2014 – SUL AMERICA S/A Version: 19 18.10 - Other material information (xii) Form: registered form, book entry, without the issue of certificates; (xiii) Depositary Institution: Itaú Corretora de Valores S.A., financial institution based in the city of São Paulo, State of São Paulo, at Av. Faria Lima 3400, 10 o andar, enrolled with CNPJ under # 61.194.353/0001-64 ("Depositary Institution"); (xiv) Agent Bank: Itaú Unibanco S.A., a financial institution based in the city São Paulo, State of São Paulo, at Praça Alfredo Egydio de Souza Aranha 100, Torre Olavo Setubal, enrolled with CNPJ under # 60.701.190/0001-04 ("Agent Bank"). (xv) Convertibility: not convertible into the shares issued by the Company; (xvi) Type: unsecured, under the terms of Article 58 of the Brazilian Corporation Law; (xvii) Issue Date: February 6, 2012 ("Issue Date"); (xviii) Term and Maturity Date: 5 (five) years counted from the Issue Date, thus maturing on February 6, 2017 ("Maturity Date"), except for the events of early redemption of the Debentures and/or acceleration of the maturity of obligations arising from the Debentures, under the terms of the Indenture; (xix) Payment of Face Value: without prejudice to the payments arising from the early redemption of Debentures and/or acceleration of the maturity of obligations arising from the Debentures, under the terms of the Indenture, the Face Value of each Debenture shall be paid in three successive annual installments, in the following order: (a) two installments, each corresponding to 33.33% (thirty-three point thirty-three per cent) of the Face Value of each Debenture, payable on February 6, 2015 and February 6, 2016; and (b) the last installment in the amount corresponding to the outstanding balance of the Face Value of each Debenture, payable on Maturity Date; (xx) Interest: (a) monetary restatement: the Face Value of each Debenture shall not be monetarily restated; and (b) coupon interest: on the outstanding balance of the Face Value of each Debenture, corresponding to 100% (one hundred percent) of the cumulative variation of the daily average rates of one-day Interbank Deposits (DI), over extra-group, expressed in percentage per year, basis of 252 (two hundred fifty two) business days, calculated and released daily by CETIP, in the daily bulletin available on its website (http://www.cetip.com.br) (“DI Rate”), plus a surcharge of 1.15% per year of 252 business days (“Surcharge” combined with the DI Rate, “Interest”), calculated exponentially and cumulatively on pro rata basis per business days elapsed since the Issue Date or the payment date of the immediately prior Interest, as the case may be, until the actual Interest payment date. Without prejudice to the payments derived from the early redemption of Debentures or acceleration of the maturity of the obligations arising from the Debentures, under the terms of the Indenture, the Interest shall be paid every six months from the Issue Date, on February 6 and August 6 each year, the first payment occurring on August 6, 2012 and the last, on the Maturity Date. (xxi) Scheduled Renegotiation: there will be no scheduled renegotiation; (xxii) Optional Early Redemption: the Company may not voluntarily perform early redemption of any Debentures; (xxiii) Optional Acceleration of Maturity: the Company may not voluntarily perform the optional acceleration of the maturity of any Debentures; 406 Reference Form – 2014 – SUL AMERICA S/A Version: 19 407 Reference Form – 2014 – SUL AMERICA S/A Version: 19 18.10 – Other material information (xxiv) Early Redemption Offer: the Company may, at any time, carry out a full or partial early redemption offer of Debentures, with the consequent cancellation of such Debentures, which shall be addressed to all Debentureholders, without distinction, ensuring equal conditions to all Debentureholders on acceptance of the early redemption of the Debentures they hold, under the terms and conditions provided for in the Indenture (“Early Redemption Offer”). The Early Redemption Offer shall provide for: (a) whether the redemption shall be total or partial, upon draw, under the terms of Article 55, paragraph 2, of Brazilian Corporation Law, to be coordinated by the Trustee; (b) the amount of the redemption premium, if any, which can not be negative, (c) the effective date for redemption and payment of the Debentures to be redeemed, and the payment shall coincide with a payment date of Interest as provided for in item (xx) above (d) the form of manifestation by the Debentureholders who opt for accepting the Early Redemption Offer, and (e) other information necessary for decision making by the Debentureholders on accepting or not the Early Redemption Offer and the operationalization of the redemption of Debentures; (xxv) Optional Acquisition: the Company may at any time, acquire the outstanding Debentures provided that it observes the provisions of Article 55, paragraph 3, of the Brazilian Corporation Law and the applicable CVM rules. The Debentures acquired by the Company may, at Company’s discretion, be canceled, held in treasury or be placed on the market again. The Debentures acquired by the Company to be held in treasury, if and when placed again on the market, shall entitled to the same Interest applicable to other outstanding Debentures; (xxvi) Payment Venue: payments related to the Debentures and any other amounts which may be payable by the Company under the terms of the Indenture will be made by the Company, (i) with respect to the Debentures electronically held in custody at CETIP, through CETIP, or (ii) with respect to the Debentures that are not electronically held in custody at CETIP, through the Depository Institution; (xxvii) Default Charges: in case of noncompliance with the timing of the payment of any amount owed by the Company to the Debentureholders under the Indenture, in addition to payment of Interest, calculated on pro rata basis from the Issue Date or the payment date of the immediately prior Interest, as the case may be, until the actual payment date, on any and all amounts in arrears, shall be accrued, without notice, notification or judicial or extrajudicial question, (i) late payment interest of 1% (one percent) per month, calculated on pro rata basis from the default date until the actual payment, and (ii) late payment fine of 2% (two percent) (“Late Payment Charges”); (xxviii) Acceleration of Maturity: the Trustee shall declare the acceleration of amortization of the obligations arising from Debentures, and require the immediate payment by the Company, of the outstanding balance of the Face Value of the outstanding Debentures, plus Interest, calculated on pro rata basis from the Issue Date or the payment date of the immediately prior Interest, as the case may be, until the actual payment date, without prejudice, if applicable, to the Late Payment Charges (as defined below), in any of the events referred to in Articles 333 and 1,425 and Law 10,406 of January 10, 2002, as amended ("Civil Code"), and / or any of the events provided for in the Indenture. The third issue of simple nonconvertible debentures, unsecured, in two series, has the following characteristics: (i) Use of Proceeds. The net proceeds obtained by the Company with the Issue shall be fully used for (i) meeting the cash needs and taking opportunities for expansion of the current operations carried out by the Company and its Subsidiaries; and (ii) taking the possible opportunities for consolidation in the markets where the Company and its Subsidiaries operate. (ii) Placement. The Debentures shall be the purpose of the public offering with restricted placement efforts, under the terms of the Securities Act, the CVM Instruction 476, and other applicable legal provisions and regulations, and the “Agreement for Underwriting and Public Offering of Third Issue of Simple Nonconvertible Debentures, Unsecured, of Sul América S.A. (“Underwriting Agreement”), with the intermediation of the institutions that take part in the securities distribution system (“Coordinator”, the leading intermediate institution being the “Leading Coordinator”), under the regime of firm 408 Reference Form – 2014 – SUL AMERICA S/A Version: 19 placement commitment, in relation to the totality of Debentures, having as target qualified investors as defined under Article 4 of CVM Instruction 476 ("Qualified Investors"). 409 Reference Form – 2014 – SUL AMERICA S/A Version: 19 18.10 – Other material information (iii) Bookbuilding Procedure. It was adopted a procedure for bookbuilding procedure, organized by the Underwriters, without receiving booking orders, without minimum or maximum allotments, for definition with the Company, having observed the provisions of Article 3 of CVM Instruction 476, on the carry out of the Issue in two series, and the issue and amount of First Series Debentures and Second Series Debentures under the terms of items ix and xi below ("Bookbuilding Procedure"). (iv) Subscription Period. In compliance with the requirements to which Clause 2 of the Indenture refers, the Debentures shall be subscribed, at any time, as from the initial date of the distribution of the Offering, having observed the provisions of Article 8, paragraph 2 of CVM Instruction 476. (v) Subscription, and Payment Term and Payment Price. The Debentures shall be subscribed and paid on only one date, by means of MDA, by a maximum of 20 (twenty) Qualified Investors, in cash, upon subscription ("Payment Date"), and in local currency at the Unit Face Value. (vi) Trading. The Debentures shall be registered for trading in the secondary market by means of CETIP21. The Debentures may only be traded in organized over the counter market after the lapse of 90 (ninety) days counted from the respective subscription or acquisition date by the investor, under the terms of Articles 13 and 15 of CVM Instruction 476. (vii) Number of Issue. The Debentures represent the third issue of debentures of the Company. (viii) Total Issue Amount. The total amount of the Issue shall be R$500,000,000.00 (five hundred million reais), on the Issue Date, having observed the provisions in item xi below. (ix) Quantity. 50,000 (fifty thousand) Debentures shall be issued, having observed the provisions in item (xi) below. (x) Unit Face Value. The Debentures shall have a unit face value of R$10,000.00 (ten thousand reais) on Issue Date ("Unit Face Value"), having observed Article 4, section II of CVM Instruction 476. (xi) Series. The Issue shall be carried out in two series, the first series comprising 37,000 (thirty seven thousand) Debentures (“First Series Debentures”) and the second series comprising 13,000 (thirteen thousand) Debentures (“Second Series Debentures”). (xii) Ownership Form and Confirmation. The Debentures shall be issued in registered, book-entry form, without issue of certifications, taking into account that for all legal purposes, the ownership of Debentures shall be confirmed by the statement of the deposit account issued by the Bookkeeping Agent, and, additionally, in relation to the Debentures that are held on electronic custody by CETIP, an statement shall be issued in the name of the Debentureholder, which will serve as confirmation of the ownership of such Debentures. (xiii) Assigned Bookkeeping Agent. The institution that provides Debenture registering services is Itaú Corretora de Valores S.A., a financial institutions based in the city of São Paulo, state of São Paulo, at Avenida Brigadeiro Faria Lima 3400, 10º andar, enrolled with the CNPJ under 61.194.353/0001-64 ("Bookkeeping Agent"). (xiv) Settlement Bank. The institution that provided services of Debenture settlement bank is Itaú Unibanco S.A., a financial institution, with office in the city of São Paulo, state of São Paulo, at Praça Alfredo Egydio de Souza Aranha 100, Torre Olavo Setubal, enrolled with the CNPJ under 60.701.190/0001-04 ("Settlement Bank"). (xv) Convertibility. The debentures are not convertible into the shares issued by the Company. 410 Reference Form – 2014 – SUL AMERICA S/A Version: 19 18.10 - Other material information (xvi) Type. The Debentures are unsecured, under the terms of article 58 of the Brazilian Corporation Law, without guarantee or priority. (xvii) Issue Date. For all legal effects, the issue date of the Debentures shall be May 16, 2014 ("Issue Date"). (xviii) Maturity Period and Date. Except for the events of early maturity of the Debentures and/or acceleration of the maturity of the obligations arising from the Debentures, under the terms provided for in this Indenture, the maturity period: of First Series Debentures shall begin on Issue Date and end on May 15, 2019 ("Maturity Date of First Series"); and of Second Series Debentures shall begin on Issue Date and end on May 15, 2022 ("Maturity Date of Second Series"). (xix) Payment of the Unit Face Value. Without prejudice to the payments arising from the early redemption of Debentures and/or acceleration of the maturity of the obligations arising from Debentures, under the terms provided for in this Indenture: the Unit Face Value of First Series Debentures outstanding shall be amortized in three annual and successive installments, of which: - the first installment, in the amount corresponding to 33.33% (thirty three point thirty three percent) of the Unit Face Value of the First Series Debentures outstanding, falling due on May 15, 2017; - the second installment, in the amount corresponding to 33.33% (thirty three point thirty three percent) of the Unit Face Value of the First Series Debentures outstanding, falling due on May 15, 2018; and - the third installment, in the amount corresponding to the debt balance of the Unit Face Value of the Outstanding First Series Debentures, due on the Maturity Date of the First Series; and the Unit Face Value of Second Series Debentures outstanding shall be amortized in three annual and successive installments, of which: - the first installment, in the amount corresponding to 33.33% (thirty three point thirty three percent) of the Unit Face Value of the Second Series Debentures outstanding, falling due on May 15, 2020; - the second installment, in the amount corresponding to 33.33% (thirty three point thirty three percent) of the Unit Face Value of the Second Series Debentures outstanding, falling due on May 15, 2021; and - the third installment, in the amount corresponding to the debt balance of the Unit Face Value of the First Series Debentures outstanding, falling due on the Maturity Date of the Second Series. (xx) First Series Interests. The interests of the First Series Debentures shall be as follows: monetary adjustment: the Unit Face Value of the First Series Debentures outstanding shall not be monetarily adjusted; and 411 Reference Form – 2014 – SUL AMERICA S/A Version: 19 18.10 - Other material information Coupon interests: on the debt balance of the Unit Face Value of the First Series Debentures outstanding shall accrue interests of 108.25% (one hundred and eight point twenty five percent), of the cumulative variation of daily average rates of one-day Interbank Deposits (DI), over extragroup, expressed in percentage per year of 252 (two hundred fifty two) business days, daily calculated and released by CETIP, in the daily bulleting available on its Internet website (http://www.cetip.com.br) ("DI Rate") ("First Series Interests"), calculated exponentially and cumulatively on pro rata basis over the elapsed business days, from the Payment Date or immediately prior payment date of the First Series Interests, as the case may be, until the actual payment date of the First Series Interests. Without prejudice to the payments arising from the early redemption of the Debentures and/or acceleration of the maturity of the obligations arising from Debentures, under the terms provided for in this Indenture, the First Series Interests shall be repaid on November 15, 2014, and from then, every six months, on day 15 (fifteen) of May and November of each year, the first being repaid on November 15, 2014 and the last one on the Maturity Date of First Series. (xxi) Second Series Interests. The interests of Second Series Debentures shall be as follows: monetary adjustment: the Unit Face Value of the Second Series Debentures outstanding shall be adjusted by the variation of the National Extended Consumer Price Index (IPCA), released by the IBGE, from the Payment Date to the actual payment date, the product of the adjustment being automatically added to the Unit Face Value of the Second Series Debentures outstanding ("Monetary Adjustment of the Second Series"). (xxii) Scheduled Renegotiation. There shall be no scheduled renegotiation. (xxiii) Optional Early Redemption. Except as provided for in item (xxv) below, the Company may not voluntarily carry out the early redemption of any Debenture. (xxiv) Optional Accelerated Amortization. The Company may not voluntarily carry out the accelerated amortization of any Debenture. (xxv) Optional Early Redemption Offer. The Company may, at its sole discretion, carry out, at any time, the optional early redemption offer, total or partial, of the outstanding Debentures, in general or by series, as defined by the Company, with the consequent cancellation of such Debentures, which shall be addressed to all Debentureholders, in general or by series, as defined by the Company, without distinction, assuring equal conditions to all Debentureholders, in general or by series, as defined by the Company, to accept the optional early redemption of the Debentures that they hold, according to the terms and conditions provided for in the Indenture ("Optional Early Redemption Offer"). The Early Redemption Offer shall provide for: (a) if the Optional Early Redemption Offer shall be related to the totality or part of the outstanding Debentures and whether it shall encompass all series or a certain series to be specified; (b) in case the Optional Early Redemption Offer refers to a part of the outstanding Debentures, the number of outstanding Debentures bound by the Optional Early Redemption Offer, having observed the provisions in item IV of Clause 6.19 of the Indenture; (c) if the Optional Early Redemption Offer shall be conditioned to the its acceptance by a minimum number of Debentures; (d) the amount of the early redemption premium, if any, which cannot be negative ("Redemption Premium"); (e) the form of manifestation to the Company by the Debentureholders who opt for accepting the Optional Early Redemption Offer; (f) the actual date for early redemption and the payment of the Debentures indicated by their respective holders in the acceptance of the Optional Early Redemption Offer, which shall be the same for all the Debentures indicated by their respective holders in the acceptance of the Optional Early Redemption Offer and that shall take place in the minimum period of ten days counted as from the publication date of the Optional Early Redemption Offer Notice; and (g) other information necessary for Debentureholders to take decision and carry out the early redemption of the Debentures indicated by their respective holders in the acceptance of the Optional Early Redemption Offer. 412 Reference Form – 2014 – SUL AMERICA S/A Version: 19 18.10 - Other material information (xxvi) Optional Acquisition. The Company may, at any time, acquire the outstanding Debentures provided that it observes the provisions of article 55, paragraph 3, of the Brazilian Corporation Law and the applicable CVM regulation. The Debentures acquired by the Company may, at the discretion of the Company, be cancelled, held in treasury or be brought into the market again. The Debentures acquired by the Company to be held in treasury under the terms of this Clause, if and when brought again into the market, shall entitle to the same Interests applicable to the other outstanding Debentures of the same series. (xxvii) Right to Receive Payments. Entitlement to the receipt of any amount due to Debentureholders under the terms of this Indenture is to those who are Debentureholders in the end of the Business Day immediately prior to the respective payment date. (xxviii) Payment Place. The payments related to the Debentures and any other amounts possibly owed by the Company under the terms of this Indenture shall be made by the Company, (i) in relation to the payments for the Unit Face Value, Interests, early redemption premium (if any, in the scope of the Optional Early Redemption Offer) and the Late Payment Charges, and in relation to the Debentures that are electronically held in the custody by CETIP, by means of CETIP; or (ii) in the other cases, by means of the Bookkeeping Agent or in the headquarters of the Company, as the case may be. (xxix) Extension of Terms. Terms considered extended are those referring to the payment of any obligation provided for in this Indenture until the first subsequent Business Day, if its maturity coincide with the day that is not a Business Day, not being owed any addition to the amounts payable. For the purposes of this Indenture, "Business Day" means (i) in relation to any financial obligation realized by means of CETIP, any day that is not a Saturday, Sunday or declared national holiday; (ii) in relation to any financial obligation that is not realized by means of CETIP, any day that is a business day for the commercial banks in the city of São Paulo, state of São Paulo, and in the city of Rio de Janeiro, state of Rio de Janeiro, and that is not Saturday or Sunday; and (iii) in relation to any non-financial obligation provided for in this Indenture, any day that is a business day for the commercial banks in the city of São Paulo, state of São Paulo, and in the city of Rio de Janeiro, state of Rio de Janeiro, and that is not a Saturday or Sunday. (xxx) Late Payment Charges. In case the payment of any amount due by the Company to the Debentureholders is not made timely under the terms of this Indenture, in addition to the applicable Interest payment, calculated on pro rata basis from the Payment Date or the payment date of the immediately prior applicable Interests, as the case may be, to the actual payment date, on all and any amounts in arrears shall be accrued, regardless of any court or out-of-court notice, notification or communication, (i) late payment interests of 1% (one percent) per month, calculated on pro rata basis from the default date until the actual payment date; and (ii) late payment fine of 2% (two percent) ("Late Payment Charges"). (xxxi) Loss of Rights to Additions. The failure of the Debentureholder to be present to receive the amount corresponding to any financial obligations on the dates provided for in this Indenture or in any communication released or notice published under the terms of this Indenture, shall not entitle to any addition in the period related to the lapse in receipt, however, the rights entitled through the date of the respective maturity or payment are assured, in case of untimely payment. (xxxii) Tax Immunity. In case any Debentureholder enjoys tax immunity or exemption, such Debentureholder shall submit to the Settlement Bank or Bookkeeping Agent, as the case may be, in the minimum term of 10 Business Days prior to the date provided for receiving the amounts related to the Debentures, documentation supporting such tax immunity or exemption, under penalty of having discounted from its payments the amounts due under the terms of the effective tax legislation. 413 Reference Form – 2014 – SUL AMERICA S/A Version: 19 18.10 - Other material information (xxxiii) Maturity Acceleration. Subject to the provisions of Clauses 6.27.1, 6.27.2 and 6.27.3 of the Indenture, the Trustee shall declare the acceleration of the maturity of obligations arising from Debentures, and require the immediate payment by the Company of the debt balance of the Unit Face Value of the outstanding Debentures, plus the applicable Interest, calculated on pro rata basis from the Payment Date or applicable immediately prior Interest payment date, as the case may be, until the actual payment date, without loss, as the case may be, of the Late Payment Charges, in any of the events provided for in articles 333 and 1,425 of Law 10,406, of January 10, 2002, as amended (Civil Code), and/or of any events provided for in the Indenture. 414 Reference Form – 2014 – SUL AMERICA S/A Version: 19 19.1 - Information on the issuer’s stock repurchase programs Date of Approval Repurchase period Available reserves and earnings (Reais) Type Class Estimated amount (Units) % Flee float Approved acquired amount (Units) PMP Quotation factor % acquired Other characteristics 02/27/2014 02/28/2014 to 919,943,000.00 Common 1,500,000 0.627100 0 0.00 R$ per unit 0.000000 02/26/2015 Preferred 3,000,000 0.627100 0 0.00 R$ per unit 0.000000 The stock repurchase program adopted by the Company aims to acquire its securities, for holding them in treasury and use them in the Company’s share based compensation program. The operation also serves the interests of the Company, in view of its perspectives of growth and profit, as well as the existence of available reserves under the terms of CVM Instruction 10. The following brokerage firms are authorized to act as intermediaries: (i) BTG Pactual CTVM S.A. - Avenida Brigadeiro Faria Lima 3729, 10 ° andar, parte São Paulo / SP, CEP 04538-905, (ii) Itaú Corretora De Valores S.A. – Avenida Brigadeiro Faria Lima 3400, 10o andar, São Paulo / SP, CEP 04538-132, (iii) Merrill Lynch S.A. CTVM - Avenida Brigadeiro Faria Lima 3400, 16o andar, parte A, São Paulo / SP, CEP 04538 -132 (iv) Santander Brasil S.A. CTVM - Rua Hungria 1400, 4° andar, São Paulo/SP, CEP 01455-000. The base date of the above-described reserve is December 31,2013. The securities in the scope of the reported repurchase program are Units, stock certificates, each comprising one common share and two preferred shares issued by the Company. The weighted average price reflected is equivalent to the average price of the Unit divided by the number of shares comprising it. 02/28/2013 03/01/2013 to 1,611,879,000.00 Common 3,201,665 3.000000 0 0,00 R$ per unit 0.000000 02/27/2014 Preferred 6,403,330 3.000000 0 0,00 R$ per unit 0.000000 The stock repurchase program adopted by the Company aims to acquire its securities, for holding them in treasury and use them in the Company’s share based compensation program. The operation also serves the interests of the Company, in view of its perspectives of growth and profit, as well as the existence of available reserves under the terms of CVM Instruction 10. The following brokerage firms are authorized to act as intermediaries: (i) BTG Pactual CTVM S.A. - Avenida Brigadeiro Faria Lima 3729, 10 ° andar, parte São Paulo / SP, CEP 04538-905, (ii) Itaú Corretora De Valores S.A. – Avenida Brigadeiro Faria Lima 3400, 10o andar, São Paulo / SP, CEP 04538-132, (iii) Merrill Lynch S.A. CTVM - Avenida Brigadeiro Faria Lima 3400, 16o andar, parte A, São Paulo / SP, CEP 04538 -132 (iv) Santander Brasil S.A. CTVM - Rua Hungria 1400, 4° andar, São Paulo/SP, CEP 01455-000. The base date of the above-described reserve is December 31,2012. The securities in the scope of the reported repurchase program are Units, stock certificates, each comprising one common share and two preferred shares issued by the Company. The weighted average price reflected is equivalent to the average price of the Unit divided by the number of shares comprising it. 02/28/2012 03/01/2012 to 1,293,147,000.00 Common 3,174,247 3.000000 996,628 4.36 R$ per unit 31.397305 02/27/2013 Preferred 6,348,494 3.000000 1,993,256 4.36 R$ per unit 31.397305 The stock repurchase program adopted by the Company aims to acquire its securities, for holding them in treasury and use them in the Company’s share based compensation program. The operation also serves the interests of the Company, in view of its perspectives of growth and profit, as well as the existence of available reserves under the terms of CVM Instruction 10. The following brokerage firms are authorized to act as intermediaries: (i) BTG Pactual CTVM S.A. - Avenida Brigadeiro Faria Lima 3729, 10 ° andar, parte São Paulo / SP, CEP 04538-905, (ii) Itaú Corretora De Valores S.A. – Avenida Brigadeiro Faria Lima 3400, 10o andar, São Paulo / SP, CEP 04538-132, (iii) Merrill Lynch S.A. CTVM - Avenida Brigadeiro Faria Lima 3400, 16o andar, parte A, São Paulo / SP, CEP 04538 -132 (iv) Santander Brasil S.A. CTVM - Rua Hungria 1400, 4° andar, São Paulo/SP, CEP 01455-000. The base date of the above-described reserve is December 31,2011. The securities in the scope of the reported repurchase program are Units, stock certificates, each comprising one common share and two preferred shares issued by the Company. The weighted average price reflected is equivalent to the average price of the Unit divided by the number of shares comprising it. 415 Reference Form – 2014 – SUL AMERICA S/A Version: 19 19.1 - Information on the issuer’s stock repurchase programs Date of Approval Buyback period Available reserves and earnings (Reais) Type Class Estimated amount (Units) % Flee float Approved acquired amount (Units) PMP Quotation factor % acquired Other characteristics 02/28/2011 03/01/2011 to 1,142,778,000.0 Common 3,192,379 3.000000 748,800 4.40 R$ per unit 23.455861 02/28/2012 Preferred 6,384,758 3.000000 1,497,600 4.40 R$ per unit 23.455861 The stock repurchase program adopted by the Company aims to acquire its securities, for holding them in treasury and use them in the Company’s share based compensation program. The operation also serves the interests of the Company, in view of its perspectives of growth and profit, as well as the existence of available reserves under the terms of CVM Instruction 10. The following brokerage firms are authorized to act as intermediaries: (i) BTG Pactual CTVM S.A. - Avenida Brigadeiro Faria Lima 3729, 10 ° andar, parte São Paulo / SP, CEP 04538-905, (ii) Itaú Corretora De Valores S.A. – Avenida Brigadeiro Faria Lima 3400, 10o andar, São Paulo / SP, CEP 04538-132, (iii) Merrill Lynch S.A. CTVM - Avenida Brigadeiro Faria Lima 3400, 16o andar, parte A, São Paulo / SP, CEP 04538 -132 (iv) Santander Brasil S.A. CTVM - Rua Hungria 1400, 4° andar, São Paulo/SP, CEP 01455-000; (v) Sita Sociedade Corretora de Câmbio e Valores Mobiliários S/A – Rua Rio Grande do Norte 988, Belo Horizonte/MG, CEP 30130-131. The base date of the above-described reserve is December 31,2010. The securities in the scope of the reported repurchase program are Units, stock certificates, each comprising one common share and two preferred shares issued by the Company. The weighted average price reflected is equivalent to the average price of the Unit divided by the number of shares comprising it. 416 Reference Form – 2014 – SUL AMERICA S/A Version: 19 19.2 – Changes in treasury stock Fiscal year December 31, 2013 Shares Type of share Common Operation Opening balance Acquisition Disposal Cancellation Closing balance Type of share Common Operation Opening balance Acquisition Disposal Cancellation Closing balance Class preferred share Description of securities Amount (Units) 5,438,339 1,756,809 897,548 0 6,297,600 Class preferred share Total amount (Reais) 36,846,856.47 9,984,359.60 3,431,625.19 0.00 43,399,590.88 Description of securities Weighted average price (Reais) 6.78 5.68 3.82 0.00 6.89 Total amount (Reais) 73,693,712.97 19,968,719.20 6,863,250.37 0.00 86,799,181.80 Weighted average price (Reais) 6.78 5.68 3.82 0.00 6.89 Amount (Units) 10,876,678 3,513,619 1,795,096 0 12,595,201 Fiscal year December 31, 2012 Shares Type of share Common Operation Opening balance Acquisition Disposal Cancellation Closing balance Type of share Preferred Operation Opening balance Acquisition Disposal Cancellation Closing balance Class preferred share Description of securities Amount (Units) 4,484,351 2,207,442 1,253,454 0 5,438,339 Class preferred share Total amount (Reais) 29,075,442.04 11,042,106.76 3,270,692.33 0.00 36,846,856.47 Description of securities Weighted average price (Reais) 6.48 5.00 2.61 0.00 6.78 Total amount (Reais) 58,150,884.09 22,084,213.53 6,541,384.65 0.00 73,693,712.97 Weighted average price (Reais) 6.48 5.00 2.61 0.00 6.78 Amount (Units) 8,968,702 4,414,884 2,506,908 0 10,876,678 417 Reference Form – 2014 – SUL AMERICA S/A Version: 19 19.2 - Treasury stock Fiscal year December 31, 2011 Shares Type of share Common Operation Opening balance Acquisition Disposal Cancellation Closing balance Type of share Preferred Operation Opening balance Acquisition Disposal Cancellation Closing balance Class preferred share Description of securities Amount (Units) 3,998,451 1,874,597 1,388,697 0 4,484,351 Class preferred share Total amount (Reais) 23,461,720.37 10,543,596.02 4,929,874.35 0.00 29,075,442.04 Description of securities Weighted average price (Reais) 5.87 5.62 3.55 0.00 6.48 Total amount (Reais) 46,923,440.74 21,087,192.05 9,859,748.70 0.00 58,150,884.09 Weighted average price (Reais) 5.87 5.62 3.55 0.00 6.48 Amount (Units) 7,996,902 3,749,194 2,777,394 0 8,968,702 418 Reference Form – 2014 – SUL AMERICA S/A Version: 19 19.3 - Information on treasury stock at last fiscal year-end Securities Type of share Common Preferred Common Preferred Common Preferred Shares Class of share Description of marketable securities Number (Units) 4,484,351 8,968,702 5,438,339 10,876,678 6,297,600 12,595,201 Weighted average acquisition price 6.48 6.48 6.78 6.78 6.89 6.89 Quotation factor R$ per Unit R$ per Unit R$ per Unit R$ per Unit R$ per Unit R$ per Unit Acquisition date 03/01/2011 03/01/2011 03/01/2012 03/01/2012 03/01/2013 03/01/2013 Relation to outstanding shares (%) 4.232649 4.238163 5.089075 5.095762 2.635493 2.635493 419 Reference Form – 2014 – SUL AMERICA S/A Version: 19 19.4 - Other material information The item 19.1 of this Reference Form is solely prepared for the registration of share acquisitions in the scope of the Repurchase Programs established as provided for in Instruction 10/80, as amended. Although in the year ended December 31, 2013 no acquisition of shares was made within the scope of the stock repurchase program approved by the Board of Directors on February 27, 2013, there was, in the same period, the acquisition of shares within the scope of the Stock Option Plan of the Company (“Stock Option Program”) approved in the Annual and Extraordinary Shareholders’ Meeting held on March 31, 2011, which acquisitions are reported in item 19.2 of this Reference Form and in the Notes to the Financial Statements of the Company for the year ended December 31, 2013. 420 Reference Form – 2014 – SUL AMERICA S/A Version: 19 20.1 - Information on the security trading policy Approval date Position and / or job 07/27/2012 a) controlling shareholders b) members of the Board of Executive Officers c) effective and alternate members of the Board of Directors d) effective and alternate members of the Fiscal Council e) members of any bodies with technical or advisory duties of the Company and its Subsidiaries f) anyone who, in view of the job, duty or position in the Company, its Parent Company, its Subsidiaries or Associates, is aware of information related to material act or fact g) the ones who has business, professional or trust relationship with the Company and its Subsidiaries, when they are aware of Information related to material act or fact h) Management members who leave the management of the Company and its subsidiaries, before the public disclosure of Material Act or Fact initiated in its management period, during the six-month period counted as from the date when their left or until the disclosure of such Material Act or Fact, whichever occurs first. Main characteristics The Policy is aimed at setting high standards of conduct and transparency, to be followed in relation to the disclosure of Material Acts or Facts and the maintenance of secrecy when they are not yet disclosed to the market, as well as in relation to the trading of the securities of the Company and its subsidiaries, to be mandatorily observed by the persons bound by it. The Investor Relations Officer of the Company shall disclose and communicate to the CVM and the stock exchange in which the securities issued by the Company are listed for trading any Material Act or Fact occurred or related to the Company’s businesses, as well as promote its widespread and immediate dissemination, simultaneously on all markets where the Company’s securities are listed for trading, and also simultaneously disclose to the market the Material Act or Fact to be reported through any communication means, in the country or abroad. In case there is atypical fluctuation in the price of the securities issued by the Company before the disclosure of Material Act or Fact, the Investor Relations Officer shall inquire the persons bound by it, aiming at finding out whether they are aware of any inside information that shall be disclosed to the market. Aiming at preserving the good practices of corporate governance, the Company adopts the quiet period over the 15-day period prior to the disclosure of financial statements. The Company may hold restricted meetings, under the terms of the CODIM Instruction Pronouncement 03/07, being assured that in such meetings inside information shall not be disclosed. In case any inside information or Material Act or Fact is involuntarily disclosed during a restrict meeting, it shall be immediately, homogenously and simultaneously disclosed to the regulatory bodies, the stock exchanges where the securities of the Company are listed, the market in general – including to agencies specialized in financial information communication -, as well as on the Company’s website, under the terms of the CVM Instruction 358/02. 421 Reference Form – 2014 – SUL AMERICA S/A Version: 19 20.1 - Information on the security trading policy Quiet periods and description of inspection procedures The Disclosure and Trading Policy establishes an express prohibition to the trading of securities issued by the Company before the disclosure to the market of material act or fact occurred in the Company’s businesses by the persons bound by and/or by the Company, mentioned above. This same prohibition applies to whoever is aware of the information related to the material act or fact, knowing that it refers to information not yet disclosed to the market, especially those that have business, professional or trust relationship with the company, such as independent auditors, securities analysts, consultants and institutions that are part of the distribution system, which are responsible for verifying in relation to information disclosures before trading securities issued by the Company or referring to it. It is prohibited the trading by restricted persons, in the 15day period before the disclosure of quarterly information (ITR) and annual reporting information (DFP) of the Company. The members of Management, Fiscal Council and any bodies with technical or advisory duties of the Company, are obliged to communicate to the Company the trading amount, characteristics and type of the securities issued by the Company and/or its subsidiaries or parent companies that they own, taking into account that in the case of the last two, provided that they refer to public companies, or relating to them, as well as changes to their positions (in relation to this last information, over the five-day period after the each transaction is carried out). Without prejudice to the applicable administrative, civil and criminal sanctions, the nonfulfillment of the obligation to disclose Material Act or Fact, secrecy, quiet period and other obligations established by CVM Instruction 358/02 and reflected in the policy mentioned hereof, is a serious infringement for the purposes provided for in paragraph 3 of art. 11 of Law 6,385/76, the infringing party being subject to pertinent penalties. The Governance and Disclosure Committee shall also be responsible for verify the cases of infringement to the policy mentioned hereof. The restricted persons who does not fulfill any provision contained in the policy mentioned hereof undertake to refund the Company, fully and without limitation, for all losses that the Company and/or such other restricted companies may incur and that directly or indirectly arise from such nonfulfillment. 422 Reference Form – 2014 – SUL AMERICA S/A Version: 19 20.2 - Other material information The Board of Directors of the Company is supported by a Governance and Disclosure Committee, which regularly meets every quarter, with the following duties: (i) Permanently evaluate the Disclosure and Trading Policy, and recommend its update, as considered necessary; (ii) Recommend actions aimed at the wide disclosure of its Disclosure and Trading Policy among the members of management, technical and advisory bodies, as well as among the people who, in view of their positions, have access to inside information; (iii) Assure the adherence to the Disclosure and Trading Policy by all people who are or may be aware of material act or fact under the terms of the applicable legislation, periodically receiving an updated list of such persons; (iv) Keep up with the ownership of securities by the management members of the Company and subsidiaries, and the transactions carried out with such securities, receiving copy of the information monthly provided to the CVM and BM&FBovespa with this purpose. 423 Reference Form – 2014 – SUL AMERICA S/A Version: 19 21.1 - Description of the internal rules, regulations or procedures for information disclosure On December 12, 2014, the Board of Directors of Sul América S.A. approved the Policy on Disclosure of Material Act of Fact and Trading of Securities (“Disclosure and Trading Policy”), which is fully available on the CVM website (www.cvm.gov.br) and on the Company’s website (www.sulamerica.com.br/ir). Under the terms of the Disclosure and Trading Policy, the Company’s Investor Relations Officer is responsible for disclosing and notifying CVM and the Stock Exchange on which the securities issued by the Company are listed for trading about any material act or fact occurred or related to the Company’s businesses, as well as promote for its wide and immediate dissemination, simultaneously, in all markets in which the Company’s securities are listed for trading. The disclosure of material act or fact shall be carried out by the Investor Relations Officer simultaneously with the market, and through any communication means, including press release, or in meetings with trade associations, investors, analysts or select audience, in Brazil or abroad. The channels used for disseminating information on material acts or facts are as follows: (i) newspapers with a large circulation routinely utilized by the Company, sucinctly written and indicating the website adresses where the complete information is to be made available to all investors, equal to what has been provided to the CVM and the stock exchange where the Company’s securities are traded; and (ii) through the internet news portal, Valor RI (http://www.valor.com.br/valor-ri/fatos-relevantes) (“News Portal”). The disclosure and notification of the material acts or facts, including the summarized information, should be made clearly and accurately, in accessible language to the investor, and should occur, when possible, before the beginning or after the closing of trading on the Stock Exchanges and over-thecounter market where the securities issued by the Company are listed for trading. If it is imperative that the disclosure of the material act or fact occurs during business hours, then the Investor Relations Officer may, when communicating the material act or fact, request, always simultaneously with the stock exchange and/or over-the-counter market, whether national or foreign, in which the securities of the Company are listed for trading, suspend the trading of such securities or those tied to them, over the time necessary for the adequate dissemination of material information. Controlling shareholders, and members of management and Fiscal Council, and any bodies with technical or advisory duties, shall communicate any material act or fact they are aware of to the Investor Relations Officer, who shall disclose it. If the aforesaid persons note the Investor Relations Officer failed to comply with the notification and disclosure duties, including in case the information leak or atypical fluctuation in the price or trading volume of the securities issued by the Company, shall only be exempt from their responsibility if they promptly notify the material act or fact to CVM. If an atypical fluctuation takes place in the price of the securities issued by the Company before the disclosure of material act or fact, the Investor Relations Officer shall inquire the persons bound by the policy described herein, with the purpose of checking whether they are aware of any information that shall be disclosed to the market. 424 Reference Form – 2014 – SUL AMERICA S/A Version: 19 21.1 - Description of the internal rules, regulations or procedures for information disclosure Material acts or facts may be exceptionally not disclosed if in the understanding of the controlling shareholders or the management members their disclosure shall pose a risk to the legitimate interest of the Company, being able, in this case, submit to the CVM the decision to maintain secrecy about such material acts or facts. In the event the information leaks or if there is atypical fluctuation in the price or trading volume of the securities issued by the Company, controlling shareholders and the management members, directly or through the Investor Relations Officer, shall immediately disclose the material act or fact. In order to promote, corporate governance best practices, the Company adopts the Quiet Period over the 15-day period prior to the disclosure of the financial statements. 425 Reference Form – 2014 – SUL AMERICA S/A Version: 19 21.2 – Describe the policy on disclosure of material act or fact indicating the communication channel or channels used for its dissemination and the procedures related to the maintenance of secrecy about the non-disclosed material information The Disclosure and Trading Policy, described in item 21.1., determines that the people bound by it must maintain secrecy and discretion about information about material acts or facts to which they have privileged access because of their jobs or positions, until its disclosure to the market, as well as to advocated for employees and trusted third parties to maintain secrecy as well, being jointly and severally liable in case of breach. 426 Reference Form – 2014 – SUL AMERICA S/A Version: 19 21.3 – Management members responsible for the implementation, maintenance, evaluation and inspection of the information disclosure policy The Investor Relations Officer of the Company is responsible for the implementation, maintenance, evaluation and inspection of the Disclosure and Trading Policy. The persons bound by the Disclosure and Trading Policy are equally responsible to promote the fulfillment of the Disclosure and Trading Policy, and for the descretion by the employees and trusted third parties about material act or fact that they have inside access in view of the position or job they hold, until its disclosure to the market, being jointly liable in case of breach. 427 Reference Form – 2014 – SUL AMERICA S/A Version: 19 21.4 - Other material information The Company’s Board of Directors has as Governance and Disclosure Committee with the following duties: (a) monitor and oversee the provisions of the Policy on Disclosure of Material Acts or Facts and Trading of Securities; (b) monitor and oversee the obligations set forth in Level 2 Rules adopted by the Company; (c) permanently evaluate the Disclosure and Trading Policy, and recommend its update, as required; (d) Recommend actions for wide disclosure of the Policy among management, technical and advisory members, as well as persons who, because of their positions, have access to inside information; (e) Assure that anyone who is or may be aware of any Material Act or Fact pursuant to the legislation adhere to the policy, periodically receiving, updated information of such persons; (d) Keep up with the ownership of securities by managers of the Company and its subsidiaries, and the operations carried out with such securities, receiving a copy of the information monthly provided to the CVM and BM&FBovespa S.A. – Bolsa de Valores, Mercadorias e Futuro (“BM&FBovespa“) for this purpose. 428 Reference Form – 2014 – SUL AMERICA S/A Version: 19 22.1 - Acquisition or disposal of any material asset not considered to be the Issuer’s usual business transaction5 In the past three fiscal years there was no acquisition or disposal of any material asset that is not considered usual business transaction of the Company. As described in items 6.5 and 8.3 of this Reference Form: (a) on November 30, 2011, there was the merger of Executivos S.A. – Administração e Promoção de Seguros into Sul América Santa Cruz Participações S.A.; (b) on May 28, 2012 the subsidiary Sul América Santa Cruz Participações S.A. entered into a contract for the acquisition of the shareholding control of Sul América Capitalização S.A. – SULACAP and on April 25, 2013, after the adoption of the conditions precedent provided for in the contract, such acquisition was completed; (c) on May 31, 2012 there was the Merger of Dental Plan Ltda. into Sul América Odontológico S.A.; and (d) on January 31, 2013 there was the Merger of Sul América Seguro Saúde S.A. into Sul América Companhia de Seguro Saúde. 5 At the time of the submission of this Reference Form because of the application for registration of public offering, the information shall refer to the past three fiscal years and in the current fiscal year. 429 Reference Form – 2014 – SUL AMERICA S/A Version: 19 430 Reference Form – 2014 – SUL AMERICA S/A Version: 19 22.2 - Significant changes in the way the issuer’s business is conducted No significant change was made to the way of the Company’s business is conducted over the past three fiscal years or in the current fiscal year. 431 Reference Form – 2014 – SUL AMERICA S/A Version: 19 22.3 - Material contracts entered into by the issuer and its subsidiaries not directly related to their operating activities There is no contract entered into between the Company and its subsidiaries that is not directly related to their core business activities over the past three fiscal years or in the current fiscal year. 432 Reference Form – 2014 – SUL AMERICA S/A Version: 19 22.4 - Other material information All information that is material and pertinent to this topic was disclosed in the above items. 433
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