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    2Q12 Presentation 2Q12 Presentation Presentation Transcript

    • 2Q12 ResultsConference CallAugust 10th, 2012 1
    • Safe-Harbor Statement We make forward-looking statements that are subject to risks and uncertainties. These statements are based on the beliefs and assumptions of our management, and on information currently available to us. Forward-looking statements include statements regarding our intent, belief or current expectations or that of our directors or executive officers. Forward-looking statements also include information concerning our possible or assumed future results of operations, as well as statements preceded by, followed by, or that include the words believes, may, will, continues, expects,‘ anticipates, intends, plans, estimates or similar expressions. Forward-looking statements are not guarantees of performance. They involve risks, uncertainties and assumptions because they relate to future events and therefore depend on circumstances that may or may not occur. Our future results and shareholder values may differ materially from those expressed in or suggested by these forward-looking statements. Many of the factors that will determine these results and values are beyond our ability to control or predict. 1
    • Overview of 2Q12 and 1H12 Results - Duilio Calciolari, CEOFinancial Performance – André Bergstein, CFO 2
    • 2Q12 and 1H12 Highlights and Recent Developments  Gafisa Group deliveries increased 38% y-o-y to 6,032 units in 2Q11, and 64% y-o-y to 12,197 in 1H12; 51% of the mid-range of the company’s full year guidance  Consolidated operating cash flow reached R$361 mn in 1H12; 60% of the mid-range of the Company’s full year guidance (R$500-R$700 mn); consolidated free cash generation (cash burn) stood at R$231 mn in 2Q12 and R$155 mn in 1H12  Launches reached R$546.5 mn, with sales of R$630.3 mn in 2Q12  Consolidated sales velocity was 16.1%, or 20.1% excluding Tenda  Status of AlphaVille Acquisition: the parties have not reached an agreement; process was submitted to arbitration on an exclusive and final basis 3
    • Focus on Positive Cash Generation – Deleveraging Strategy Across the Group, 1H12 unit deliveries were consistent with the Company’s full-year target Consolidated free cash generation stood at R$231 million in 2Q12 Consolidated operating cash flow reached R$361 mn in 1H12; 60% of the mid-range of the Company’s full year guidance (R$500-R$700 mn) Cash Generation/(Burn) (3Q10 – 2Q12) Cash Flow from Operations 1H12 (R$´000) Consolidated Real Cash burn Cash generation 231 Inflow 2,081,716 Sales Revenues 924,613 Repasses (Customers transferred) 1,018,618 Land Bank Sales 87,673 -56 -76 Other 50,812 Outflow (1,720,315) -148 Construction (990,589) -200 Sales + Development Expenses (225,273) -273 Land Bank Acquisition (158,558) Taxes + G&A + Other (345,894) -335 Cash Flow from Operations 361,401 -453 3Q10 4Q10 1Q11 2Q11 3Q11 4Q11 1Q12 2Q12 Note: Net expenses related to land bank sales/acquisitions of R$88 million 4
    • Sales from Launches have Remained Healthy, Despite Lower Sales over Supply Y-o-Y Inventories Launches Dissolution Pre-Sales Price Adjust + InventoriesMARKET VALUE % Q-o-Q3 VSO4INVENTORY AT BoP1 Other5 EoP2 Gafisa (A) 1,957,850 465,900 - (456,383) (91,423) 1,875,945 -4,2% 19,6% AlphaVille (B) 636,258 80,619 - (158,184) 14,205 572,898 -10,0% 21,6% Total (A) + (B) 2,594,108 546,519 - (614,566) (77,218) 2,448,842 -5,6% 20,1% Tenda (C) 915,036 - 329,127 (344,855) (61,047) 838,261 -8,4% 1,8%1 Total (A) + (B) + (C) 3,509,143 546,519 329,127 (959,421) (138,265) 3,287,103 -6,3% 16,1% Note: 1) BoP beginning of the period – 1Q12. 2) EP end of the period – 2Q12. 3) % Change 2Q12 versus 1Q12. 4) 2Q12 sales velocity. 5) Project cancelations Gafisa AlphaVille Gafisa Group Tenda Gafisa Group2 SUPPLY SoS (%) Ex-Tenda 18% SALES OVER 26% 25% 29% 22% 22% 28% 20% 2% 16% 20% 16% 0% 14% 10% 0% 0% 0% 0% -11% 2Q12 1Q12 2Q11 2Q12 1Q12 2Q11 2Q12 1Q12 2Q11 2Q12 1Q12 2Q11 2Q12 1Q12 2Q11 Gafisa AlphaVille Gafisa Group Tenda Gafisa Group Ex-TendaLAUNCHES (%) 42% 43% 35% 45% 48% 62% 42%SALES OVER 55% 58% 32% 45% 48% 45% 0% 0% 0% 0% 0% 0% 0% 2Q12 1Q12 2Q11 2Q12 1Q12 2Q11 2Q12 1Q12 2Q11 2Q12 1Q12 2Q11 2Q12 1Q12 2Q113
    • Consolidated Land Bank Aligned with Company’s Strategy and Core Markets Pipeline of projects to be developed in line with current strategy for each segment During 1Q12, Tenda land bank was readjusted to focus on core regions, 2Q12 all remaining non-strategic land bank were excluded, according with Tenda’s new model, and are available for sale PSV - R$ million %Swap %Swap %Swap Potential units Potential units (%Gafisa) Total Units Financial (%Gafisa) (100%) Gafisa São Paulo 3,634,675 33% 32% 1% 7,981 9,121 Rio de Janeiro 1,267,447 43% 43% 0% 2,059 2,069 Total (A) 4,902,122 36% 35% 1% 10,039 11,189 AlphaVille Total (B) 8,348,740 99,2% 0% 99,2% 34,575 62,800 Tenda São Paulo 891,078 16% 16% 0% 7,317 7,404 Rio de Janeiro 246,987 0% 0% 0% 2,379 2,379 Nordeste 576,936 29% 29% 0% 4,827 4,912 Minas Gerais 432,583 73% 33% 40% 4,009 4,128 Total (C) 2,147,584 33% 22% 11% 18,532 18,823 Total (A) + (B) + (C) 15,398,446 91,3% 3,9% 87,5% 63,147 92,813 6
    • Unit Delivery Consistent with Full Year GuidanceDuring 1H12, Gafisa Group delivered 68 projects / phases and 12,197 units, representing R$2.3 billion in PSV  Gafisa: 23 projects/phases, 4,026 units, R$1.3 bn  AlphaVille: 6 projects/phases, 1,637 units, R$310 mn  Tenda: 39 projects/phases, 6,534 units, R$709 mnLast year, Gafisa delivered 118 projects / phases and 22,679 units, representing R$3.7 billion in PSV  Gafisa: 34 projects/phases. 5,593 units, R$1.9 billion  AlphaVille: 12 projects/phases, 2,624 units, R$530 million  Tenda: 74 projects/phases, 14,462 units, R$1.3 million 7
    • Gafisa s Focused On Strategic Markets Gafisa was able to launch 45% of the mid-range of 2012 guidance of R$1.5 billion for the segment In the 1H12, 100% of Gafisa’s segment launches were in SP region Lower margin projects are being delivered and the other Market projects are expected to be completed in the mid and short-term Launches 2Q12 ECLAT (Ferreira de Araujo) Like Brooklin Energy COLORATTO Mistral Location: São Paulo - SP Location: São Paulo - SP Location: São Paulo Location: São Caetano do Sul - SP Location: São Paulo - SP PSV Gafisa: R$134.966 MM PSV Gafisa: R$98.479 MM PSV Gafisa: R$78.080 MM PSV Gafisa: R$120.165 MM PSV Gafisa: R$34.211 MM % Sold: 34% % Sold: 49% % Sold: 44% % Sold: 43% % Sold: 47% Launch date: May Launch date: May Launch date: June Launch date: June Launch date: June 8
    • AlphaVille Continues to Launch Good Demand Developments  AlphaVille delivered 1,637 units during the 1H12  Greater participation in the total product mix  33% of the total launches in 1H12 vs 18% a year ago  Sales from launches represented 51% of total sales, while 49% corresponded to sales from inventory Launches 2Q12 AlphaVille Mossoró P2 Terras AlphaVille Anápolis Location: Mossoró - RN Location: Anápolis - GO PSV AlphaVille : R$10.458 PSV AlphaVille: R$70.161 MM MM % Sold: 62% % Sold: 5% Launch date: June Launch date: June 9
    • Tenda - “Getting the Basics Right”  Units contracted by financial institutions have accelerated since Jun/11  During 1H12, Tenda transferred 6,422 units to financial institutions; Customers Transferred (# of units) vs. % MCMV 53% in mid-range of 10–14k guidance 95% 95% 89% 92% 92% 89% 85% 83% 3,620 81%  Of the 4,957 units returned to inventory, 62% have been resold to 3,168 3,066 67% 2,865 2,863 2,796 qualified customers within the 1H12¹ 2,515 2,381 1,898 1,892  Second quarter gross pre-sales increased 38% Q-o-Q to R$344.8 million (a total of R$45 mn sold at Feirão da Caixa)  Units are being sold only to customers that have access to mortgage and can be immediately transferred to financial institutions Transferred units to CEF MCMV (%)  All projects qualified for financing under the MCMV or SFH programs Contracted Units (# of units) versus % MCMV  Tenda has nearly 18,000 units to be delivered 88% 87% 82% 84% 78% 79% 81% 78% 7,785 77% 74% 6,858 6,239 5,476 5,305 3,188 3,178 2,788 1,835 2,487 Contracted units under financial institutions MCMV (%) 10 Note: ¹ 6,235 dissolutions in total, of which 1,278 are canceled projects and 4,957 not canceled
    • Overview of 2Q12 and 1H12 Results - Duilio Calciolari, CEOFinancial Performance – André Bergstein, CFO 11
    • Consolidated Margins Have Not Yet Reached Normalized LevelsLegacy Projects with Lower Margins, To Be Delivered in the Short Mid-Term Contribution by Brand – 1H12 Gafisa AlphaVille Gafisa + AlphaVille Tenda Total 1H12 Net Revenues (R$mm) 1,080,728 291,246 1,371,974 596,396 1,968,370 Revenues (% contribution) 55% 15% 70% 30% 100% Gross Profit (R$mn) 232,970 154,705 387,675 83,146 470,821 Gross Margin (%) 22% 53% 28% 14% 24% Gross Profit (% contribution) 49% 33% 82% 18% 100% EBITDA 171,667 91,396 263,063 (9,125) 253,938 EBITDA Margin 16% 31% 19% -2% 13% EBITDA (% contribution) 68% 36% 104% -4% 100% Consolidated Key Financial Figures 2Q12 2Q11 Y/Y(%) 1H12 1H11 Y/Y(%) Net revenues 1,040,537 985,525 6% 1,968,370 1,716,273 15% Gross profit 279,141 161,535 73% 480,720 276,695 74% Gross margin 26,8% 16,4% 1044 bps 24,4% 16,1% 830 bps Adjusted EBITDA 148,751 77,496 92% 253,935 106,097 139% Adjusted EBITDA (ex-Tenda) 141,018 80.567 75% 263,061 150,316 75% Adjusted EBITDA Margin 14% 8% 643 bps 13% 6% 672 bps Adj. EBITDA Margin (ex-Tenda) 19% 12% 669 bps 19% 13% 640 bps Net Profit 1,046 (31,843) -103% (30,468) (75,134) -59% Note: We adjust our EBITDA for expenses associated with stock option plans, as this is a non-cash expense. Net Revenues include 6% of sales from land bank that did not generate margins 12
    • Operating Expenses  The selling expenses remained stable on a Y-o-Y basis at R$78 million; increased 34% sequentially.  During 2Q12, G&A expenses reached R$93 million, a 18% increase Q-o-Q, and 54% increase over the R$60 million posted in 2Q11, as a result of: 1) 57% of the annual change in the G&A related to provisions related to the distribution of variable compensation 2) 33% of changes of G&A expenses related to the expansion of AlphaVille’s operations given the increased contribution to the Gafisa Group mix 3) Other expenses representing the remaining 10%  SG&A expenses totaled R$171 million in 2Q12, a 25% increase on the R$138 million posted in 2Q11 13
    • Gafisa Group Revenues From Previous Launch Periods 1S12 1S11 Ano Lançamento PreSales % PreSales Revenues % PreSales % PreSales Revenues %Gafisa 2012 Launches 286.066 37% 3.311 0% - 0% - 0% 2011 Launches 153.397 20% 184.621 17% 569.553 47% 71.380 8% 2010 Launches 133.737 17% 362.856 34% 379.795 32% 245.720 27% ≤ 2009 Launches 199.885 26% 441.501 41% 252.465 21% 585.619 65% Land bank - 0% 88.439 8% - 0% - 0% Total Gafisa 773.085 100% 1.080.728 100% 1.201.812 100% 902.719 100%AlphaVille 2012 Launches 235.961 69% 11.119 4% 0% 0% 2011 Launches 62.492 18% 115.661 40% 201.917 64% 25.453 9% 2010 Launches 18.014 5% 90.211 31% 69.902 22% 112.117 41% ≤ 2009 Launches 23.694 7% 74.255 25% 44.113 14% 136.203 50% Land bank - 0% - 0% - 0% - 0% Total AUSA 340.161 100% 291.246 100% 315.932 100% 273.773 100%Tenda 2012 Launches - 0% - 0% - 0% 0% 2011 Launches (36.402) 49% 31.931 5% 211.288 47% 16.229 3% 2010 Launches (92.125) 123% 197.974 33% 302.909 67% 178.728 33% ≤ 2009 Launches 53.812 -72% 339.804 57% (62.720) -14% 344.824 64% Land bank - 0% 26.687 4% - 0% - 0% Total Tenda (74.715) 100% 596.396 100% 451.478 100% 539.780 100%Consolidado 2012 Launches 522.028 50% 14.430 1% - 0% - 0% 2011 Launches 179.487 17% 332.213 17% 982.758 50% 113.062 7% 2010 Launches 59.626 6% 651.041 33% 752.606 38% 536.565 31% ≤ 2009 Launches 277.391 27% 855.559 43% 233.858 12% 1.066.646 62% Land bank - 0% 115.126 6% - 0% - 0%Grupo Gafisa Total Grupo Gafisa 1.038.532 100% 1.968.370 100% 1.969.222 100% 1.716.273 100% 14
    • Backlog of Results¹ Reached R$4.1 bn Gafisa Group Consolidated Results to Be Recognized (REF) (R$ million) 2Q12 1Q12 Q/Q(%) 2Q11 Y/Y(%) Results to be recognized 4.124.151 4.238.385 -3% 4.276.647 -4% Costs to be incurred (units sold) (2.648.148) (2.723.445) -3% (2.716.934) -3% Results to be Recognized 1.476.003 1.514.940 -3% 1.559.713 -5% Backlog Margin 36% 36% 5bps 36% -68bps Results to Be Recognized (REF) by Segment (R$ million) 2Q12 Gafisa (A) Tenda (B) AlphaVille (C) (A) + (B) + (C) (A) + (C) Revenues to be recognized 2.487.909 904.400 731.843 4.124.152 3.219.752 Costs to be incurred (units sold) (1.624.086) (679.504) (344.559) (2.648.149) (1.968.645) Results to be Recognized 863.823 224.896 387.284 1.476.003 1.251.107 Backlog Margin 35% 25% 53% 36% 39% 15
    • During 2Q12, Net Debt to Equity Decreased to 112% from 122% in 1Q12 Project finance represents 51% of total debt (R$ millions) 4Q11 1Q12 2Q12 Project financing (SFH) 685 817 937 Consolidated free cash generation of R$231 Debentures - FGTS (Project Finance) 1,214 1,244 1,213 million in 2Q12, R$155 mn in 1H12; expanding leverage absorption capacity Debentures - Working Capital 685 704 568 Working Capital 1,171 1,138 1,138 Corporate debt accounted for 49% of total Investor Obligations 473 364 330 debt by the end of June 30, 2012 vs. 52% in Total Consolidated Debt + Obligations 4,228 4,269 4,186 the 1Q12 55% of short-term debt is represented by Consolidated Cash and Cash Availabilities 984 947 1,097 project finance Net Debt 2,771 2,957 2,758 Net Debt and Investor Obligations 3,245 3,321 3,088 Equity + Minority Shareholders 2,747 2,728 2,746 (Net debt + Obligations) / (Equity + Noncontrolling int) 118% 122% 113% Debt Profile Project Finance Debt 1,899 2,062 2,150 Corporate Debt and Investor Obligations 2,329 2,207 2,036 Total Consolidated Debt + Obligations 4,228 4,269 4,186 Project Finance (% stake of total debt) 45% 48% 51% Corporate Debt (% stake of total debt) 55% 52% 49% 16
    • Well Structured Debt Schedule and ProfileGafisa has R$1.7 billion or 41% of total due to short term. Of this total, Project finance accounts for 55%. Until Until Until Until After (R$million) Avg. Cost (% p.a.) Total Jun /13 Jun /14 Jun /15 Jun /16 Jun /16 Debentures - FGTS (A) TR + (8,22% - 10,20%) 1,213,138 465,353 597,785 150,000 0 0 Debentures - Working Capital (B) CDI + (1,30% - 1,95%) 567,643 136,319 131,512 142,803 149,932 7,077 Project Financing SFH – (C) TR + (8,30% - 12,00%) 936,597 475,358 308,084 132,982 20,173 0 Working Capital (D) CDI + (1,30% - 2,20%) 1,138,363 469,019 270,464 264,215 106,690 27,975 Total (A)+(B)+(C)+(D) = (E) 3,855,741 1,546,049 1,307,845 690,000 276,795 35,052 CDI + (0,235% - 1,00%) / Investor Obligations (F) 329,768 158,234 145,070 13,689 8,669 4,106 IGPM+7,25% Total consolidated debt (G) 4,185,509 1,704,283 1,452,915 703,689 285,464 39,158 % Total (H) 10,06% 41% 35% 17% 7% 1% Project Finance due to corresponding 51% 55% 62% 40% 7% 0% period as % of total debt Corporate Debt due to corresponding 49% 45% 38% 60% 93% 100% period as % of total debt 17
    • Receivables + Inventory vs Construction Obligations R$ million Inventory at market Construction Receivables Total value obligations Gafisa (A) 5,261,244 1,875,945 7,137,189 1,995,811 AlphaVille (B) 1,322,704 572,898 1,895,602 503,298 Tenda (C) 2,363,968 838,261 3,202,229 1,152,908 Total (A) + (B) + (C) 8,947,916 3,287,104 12,235,020 3,652,017 Receivables (R$000) Consolidated 2Q12 1Q12 Q-o-Q (%) 2Q11 Y-o-Y (%) Receivables from developments – LT (off balance sheet) 4,280,386 4,398,947 -3% 4,438,658 -4% Receivables from PoC – ST (on balance sheet) 3,745,487 3,638,581 3% 4,153,855 -10% Receivables from PoC – LT (on balance sheet) 922,043 1,101,138 -16% 1,188,791 -22% Total Gafisa Group 8,947,916 9,138,666 -2% 9,781,304 -9% 18
    • OutlookResults driven Strategy: 1. For 2012, launches are expected to be between R$2.7 and R$3.3 billion 2. In 1H12, the Company delivered 6,032 units and transferred 6,422 Tenda units to financial institutions 3. The Company expects to generate between R$500–R$700 million in operating cash flow for the full year of 2012 Launches Guidance 2012E Mid-range Achievement 1H12 (1H12 as a % of FY) Consolidaded Launches (R$2.70 – R$3.30bn) R$3.00bn R$1.01bn 34% Breakdown by Brand Launches Gafisa (R$1.35 – R$1.65bn) R$1.50bn R$681mn 45% Launches AlphaVille (R$1.08 – R$1.32bn) R$1.20bn R$330mn 27% Launches Tenda (R$270 – R$330mn) R$300 mn R$0 0% Guidance 2012 Mid-range Achievement 1H12 (1H12 as a % of FY) Operational Cash Flow (R$500 – R$700 mn) R$600 R$361 60% Guidance of Units to be Delivered 2012E Mid-range Achievement 1H12 (1H12 as a % of FY) Consolidated # Units to be Delivered (22-26K) 24,000 12,197 51% Breakdown by Brand # Units to be Delivered Gafisa (6.600-7.800) 7,200 4,026 56% # Units to be Delivered AlphaVille (4.400-5.200) 4,800 1,637 34% # Units to be Delivered Tenda (11.000-13.000) 12,000 6,534 54% Customers to be transferred at Tenda 2012E Mid-range Achievement 1H12 (1H12 as a % of FY) Consolidated # Customers to be transferred (10-14K) 12,000 6,422 53% 19