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Institutional Presentation September 2010
Disclaimer This presentation does not constitute an offer, or invitation, or solicitation of an offer to subscribe for or purchase any securities neither does this presentation nor anything contained herein form the basis to any contract or commitment whatsoever. The material that follows contains general business information about LPS Brasil – Consultoria de Imóveis S.A (“Lopes”) as of June 30th, 2010. It is not intended to be relied upon as advice to potential investors. The information does not purport to be complete and is in summary form. No reliance should be placed on the accuracy, fairness, or completeness of the information presented herein and no representation or warranty, express or implied, is made concerning the accuracy, fairness, or completeness of the information presented herein. This  presentation contains statements that are forward-looking and are only predictions, not guarantees of future performance. Investors are warned that these forward-looking statements are and will be subject to many risks, uncertainties, and factors related to the operations and business environments of Lopes and its subsidiaries such as competitive pressures, the performance of the Brazilian economy and the industry, changes on market conditions, among other factors disclosed in Lopes filed disclosure documents. Such risks may cause the actual results of the companies to be materially different from any future results expressed or implied in such forward-looking statements.  Lopes believes that based on information currently available to Lopes management, the expectations and assumptions reflected in the forward-looking statements are reasonable. Lastly, Lopes expressly refuses any duty to update any of the forward-looking statements contained herein. 2
Investment Highlights 3
Brokerage Market Has No Other Company  With The History and Track Record of Lopes ,[object Object]
Launch and sell of 11 office buildings at the Faria Lima region
Creation of the launching system with sales stands and marketing materials, attracting customers specially during weekends
Mr. Francisco Lopes  initiates its activities  intermediating properties
Introduction of the concept of condominium clubs
First “Top Imobiliário” award,  in 1993 – Largest Brokerage Company
First TV advertisement for a real estate development00´s ,[object Object],90´s 80´s 70´s 60´s 50´s ,[object Object]
Triples in size in a decade, strengthening its leadership
Wins its 16thconsecutive “Top Imobiliário”
Lopes’ IPO
Lopes starts its geographic expansion process
Lopes’ website become leader on real state market
Joint Venture with Itaú Bank in order to create CrediPronto, our mortgage company.40´s 1935 ,[object Object]
Start up of sales of hotel condominium (Flats)
Partner of GrupoEspírito Santo in selling one of the largest launching in Lisboa: Parque dos Príncipes
Start of long term partnership with Gomes de Almeida Fernandez (Gafisa)
The company’s first logo
Launch one of the first buildings under the condominium concept4
Investment Highlights Simple and Focused Value Added Business Model Experienced Management Team and Outstanding Track Record Unmatched Scale and Reach Main Distribution Channel in the Industry with a National Footprint Already scaled down to face new market conditions Low Risk Business with a Diversified Client Base : Cash Generator Company 5
Lopes’ Operation 6
$ 2.22 $ 0.16 $ 0.62 $ 1.15 $ 0.85 Net Commission Premium Contract Advisory Fee Simple and Focused Business Model… Lopes is exclusively focused on providing value-added real estate brokerage services to its client-developers, with a permanent concern of avoiding conflicts of interest Client-Buyers Client-Developers ,[object Object]
1,706,559 prospects included in our data base
Formal relationship through agreements
Over 230 ClientsHow do we do business? Revenue Recognition Total Price per Unit $ 100 $ 3.00 $ 10 How do we make money?2, 3 Developer $ 5.00 $ 2.00 Down-payment GrossCommission Agents +Managers 1        Data until  09.13.2010 Figures only for example, not related to financials Considering Sao Paulo market 7
Lopes Net Commission Net Commission Brazil 2005              2006             2007              2008             2009             1Q10            2Q10 SP GVS / Consolidated GVS        100%             95%               80%              50%              48%               54%             49% Net Commission São Paulo 8
With a Key Role in the Real Estate Value-Chain Lopes’ business is clearly fundamental to the profitability and returns of its clients… Real Estate Development Brazilian Market Dynamics Working Capital Is Fundamental Pre Sales Speed of Sales  Concentrated in the  Launch Period Speed of Sales is the Key for Profitability Reliance on Sales Force Scale and Efficiency More than 9,000 brokers   …and its scale and reach – nearly impossible to replicate – enhance this importance 9
Value-Added Services Across the Development Cycle Lopes is focused on providing its clients with a full range of consulting services, from land procurement advisory to product formatting, development and sale Optimizes Media Negotiations Coordinates Product Launching Events Determines the Site’s Vocation  Develops Marketing Campaign Individual Sales Strategy Created to Each Product  Coordinates Product Launching Events Masters  Market Research Formats Product Meeting Buyers’ “Wants and Needs” 10
Lopes: Thevirtuouscirclethatmakes us the Best BrokerageCompany in the Real EstateMarket Sales Products MarketInteligence Brokers Clients 11
Institucional Website Evolution of visits to Lopes’ Website Themostvisitedwebsite in the real estatemarket Stronginvestment in online media Increasedgenerationof Leads Highersalesconversion Source: Google Analytics,  12
Competitive Advantage “Lopes” culture in all business units of different states One single brand, recognized by the market National Integration  of Systems  Identity that stands Lopes out from the competitors Competitive Advantage: A single, integrated solid Company 13
Sales Expertise in all Market Segments CASE L Itaim– Apr/10 HIGH ,[object Object]
Developer: Trisul.Location Itaim Bibi/ SP Sales 40 un. – R$ 9,000/m² Usable Area 158 / 253m² CASE UpperSide Batel– Mai / 10 MEDIUM-HIGH Location ,[object Object]
Developer: Ciromac.Batel/ PR Sales 172 un. – R$ 5,000/m² Usable Area 26 / 116m2 CASE Passione Freguesia– Jun / 10 MEDIUM ,[object Object]
Developer: Open (Even)Location Freguesia do O./ SP Sales 279 un. – R$ 3,650/m² Usable Area 65/ 70m² CASE Máximo Guraulhos II – Apr / 10 ECONOMIC ,[object Object]
Developer: CuryVila Augusta/ Guarulhos Location Sales 420 un. – R$  2,580/m² Usable Area 45 / 54m2 HelborOffices II –   Jun / 10 CASE BUSINESS UNITS Santo Amaro/ SP ,[object Object]
Developer: Helbor.Location 279 un. – R$ 6.800/m² Sales 33 / 47 m² Usable Area Notes: Managerial Reports.  Absorption calculated over available units 14
Geographic Expansion 15
Lopes is Growing Nationwide SOUTHEAST REGION São Paulo – Beginning of operations in 1935. Acquisition of 60% of Capucci &Bauer, in October 2007, for R$9 million (7.1x P/E 2008) and an earn-out payment. Rio de Janeiro – Entry by greenfield operation, with beginning of operations in July 2006, with LCI-RJ. Lopes acquires permanently an additional 10% stake of Patrimóvel, in July 2010, amounting to a total 20% share. Espírito Santo – Acquisition of 60% of Actual, in July 2007, for R$5.76 million (7.0x P/E 2008) and an earn-out payment. Minas Gerais – Entry by greenfield operation with beginning of operations in February 2008. SOUTHERN REGION States of Rio Grande do Sul, Santa Catarina and Paraná – Acquisition of 75% of Dirani, in May 2007, for R$15.1 million (7.5x P/E 2008) and two ear-out payments. In July 2008, Lopes acquired the 25% left by the call/put mechanism. MIDDLE WEST REGION Federal District – Acquisition of 51% of Royal, in November 2007, for R$12 million (9.0x P/E 2008) and an earn-out payment. Goiás - Greenfield operation  with beginning of operations in August 2008. NORTHEAST REGION Bahia - Greenfield operation with beginning of operations in October 2007. Pernambuco – Acquisition of 60% of Sérgio Miranda, in August 2007, for R$ 3 million (10.0x P/E 2008) and an earn-out payment. In September 2009, Lopes acquired the 40% left by the call/put mechanism. Ceará e Rio Grande do Norte– Acquisition of 60% of Immobilis, in January 2008, for R$2.4 million (10.0x P/E 2008) and an earn-out payment. CE RN PE BA DF GO MG ES SP RJ PR SC RS Lopes tracks developers’ regional movements, consolidates its position as the largest consulting and sales player 16
Lopes’ Market Mix Other* Northeast South Brasília Rio de Janeiro São Paulo *Other: Ceará, Estpírito Santo, Minas Gerais, Goiás and the city of Campinas 17
Lopes in the Low Income Segment 18
HABITCASA: Focus on Low Income Segment Focus on Low Income Segment Units up to R$ 180 thousand The Habitcasa brand is applied in all Lopes’ markets  19
Habitcasa Stands Up as the Biggest Player in sales in the Low Income Segment In 2009, HabitcasabecameCaixa’scorrespondent Only Real State  Brokerage Company specialized on the low income segment, not  only in sales, but also  in advisory  Sales in the 2Q10 increased 50% when compared to the 2Q09 1,561 units sold  in the 2Q10 Average Price in the 2T10 of R$146 thousand 65% Sales Speed  In the 2Q10 20
Sales by Income Segment Primary and Secondary Market Contracted Sales Total Contracted Sales = R$3,410 million 2Q10 2Q09 UnitsSold Total unitssold = 12,369 2Q10 2Q09 21
Increase in the Potential Demand Mortgage R$96,000 Unit Value R$120,000 30% of income  commitment 80% of the total value financed Monthly Payment (R$) In Minimum Wages Interest Tax (%) Interest Tax (%) 22
Better Economic Situation of the Low Income Segment… Source: IBGE, FGV, Ernst & Young  Source: FGV Source: “Minha Casa, Minha Vida” Program 23
... and also Better Supply of Mortgages Source: IBGE, BC Source: ABECIP, Central Bankof Brazil, CEF e FGV 24
Minha Casa Minha Vida Brazilian Government will dispose of R$34 bi. In the State of São Paulo 183,995 units will be built.  41% have a monthly family income between 3 and 10 minimum wages,  with “Minha Casa, Minha Vida” this families will become potential buyers. São Paulo’s families (3.4 million of families) 10% has purchase intention for the next 12 months It is estimated that there is a 140 thousand units demand in the city of São Paulo inside the “Minha Casa, Minha Vida” program . (1.4 million of families) Source: Lopes’ Market Intelligence  Premise: with the federal government subsidy,  the decrease of  interest rates and more extended mortgages terms, the minimum family income  to acquire a R$100 thousand house became 3 minimum wages, not 6 minimum wages as before. 25
Minha Casa Minha Vida Units per Income Units Distribution In the Southeast Region  26
Minha Casa Minha Vida 2 Units per Income 27
Lopes in the Secondary Market 28
JointVenture Lopes Itaú Lopes and Itaú created the first and biggest pure mortgage company of Brazil.  ,[object Object]
Competitive financing terms and conditions
Speed and quality of  processing
Experienced credit analysis
Successful exposure to the lending business and in joint ventures
Direct and exclusive access to its customer database
Seamlessly integrated operation with Lopes’ sales process, including an incentive compensation plan
Lopes media exposureLeadership position in their respective markets Management Excellence High Value Brands Strengthening of mortgage origination and other related services. 29
CrediPronto! Innovative Real Estate Financing Process The deadlines mentioned are linked to the complete delivery of the documentation and they can change in case of any restrictions. 30
CrediPronto! The only real mortgage company of the market and possibly with no conditions of being copied. Focus on the Secondary Market Opportunity to work in the Primary Market  with small Developers Competitive Advantages  ,[object Object]
Agility and perception of a non-financial institution; and
Lower process costs.31

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Apresentação institucional inglês site

  • 2. Disclaimer This presentation does not constitute an offer, or invitation, or solicitation of an offer to subscribe for or purchase any securities neither does this presentation nor anything contained herein form the basis to any contract or commitment whatsoever. The material that follows contains general business information about LPS Brasil – Consultoria de Imóveis S.A (“Lopes”) as of June 30th, 2010. It is not intended to be relied upon as advice to potential investors. The information does not purport to be complete and is in summary form. No reliance should be placed on the accuracy, fairness, or completeness of the information presented herein and no representation or warranty, express or implied, is made concerning the accuracy, fairness, or completeness of the information presented herein. This presentation contains statements that are forward-looking and are only predictions, not guarantees of future performance. Investors are warned that these forward-looking statements are and will be subject to many risks, uncertainties, and factors related to the operations and business environments of Lopes and its subsidiaries such as competitive pressures, the performance of the Brazilian economy and the industry, changes on market conditions, among other factors disclosed in Lopes filed disclosure documents. Such risks may cause the actual results of the companies to be materially different from any future results expressed or implied in such forward-looking statements. Lopes believes that based on information currently available to Lopes management, the expectations and assumptions reflected in the forward-looking statements are reasonable. Lastly, Lopes expressly refuses any duty to update any of the forward-looking statements contained herein. 2
  • 4.
  • 5. Launch and sell of 11 office buildings at the Faria Lima region
  • 6. Creation of the launching system with sales stands and marketing materials, attracting customers specially during weekends
  • 7. Mr. Francisco Lopes initiates its activities intermediating properties
  • 8. Introduction of the concept of condominium clubs
  • 9. First “Top Imobiliário” award, in 1993 – Largest Brokerage Company
  • 10.
  • 11. Triples in size in a decade, strengthening its leadership
  • 12. Wins its 16thconsecutive “Top Imobiliário”
  • 14. Lopes starts its geographic expansion process
  • 15. Lopes’ website become leader on real state market
  • 16.
  • 17. Start up of sales of hotel condominium (Flats)
  • 18. Partner of GrupoEspírito Santo in selling one of the largest launching in Lisboa: Parque dos Príncipes
  • 19. Start of long term partnership with Gomes de Almeida Fernandez (Gafisa)
  • 21. Launch one of the first buildings under the condominium concept4
  • 22. Investment Highlights Simple and Focused Value Added Business Model Experienced Management Team and Outstanding Track Record Unmatched Scale and Reach Main Distribution Channel in the Industry with a National Footprint Already scaled down to face new market conditions Low Risk Business with a Diversified Client Base : Cash Generator Company 5
  • 24.
  • 25. 1,706,559 prospects included in our data base
  • 27. Over 230 ClientsHow do we do business? Revenue Recognition Total Price per Unit $ 100 $ 3.00 $ 10 How do we make money?2, 3 Developer $ 5.00 $ 2.00 Down-payment GrossCommission Agents +Managers 1 Data until 09.13.2010 Figures only for example, not related to financials Considering Sao Paulo market 7
  • 28. Lopes Net Commission Net Commission Brazil 2005 2006 2007 2008 2009 1Q10 2Q10 SP GVS / Consolidated GVS 100% 95% 80% 50% 48% 54% 49% Net Commission São Paulo 8
  • 29. With a Key Role in the Real Estate Value-Chain Lopes’ business is clearly fundamental to the profitability and returns of its clients… Real Estate Development Brazilian Market Dynamics Working Capital Is Fundamental Pre Sales Speed of Sales Concentrated in the Launch Period Speed of Sales is the Key for Profitability Reliance on Sales Force Scale and Efficiency More than 9,000 brokers …and its scale and reach – nearly impossible to replicate – enhance this importance 9
  • 30. Value-Added Services Across the Development Cycle Lopes is focused on providing its clients with a full range of consulting services, from land procurement advisory to product formatting, development and sale Optimizes Media Negotiations Coordinates Product Launching Events Determines the Site’s Vocation Develops Marketing Campaign Individual Sales Strategy Created to Each Product Coordinates Product Launching Events Masters Market Research Formats Product Meeting Buyers’ “Wants and Needs” 10
  • 31. Lopes: Thevirtuouscirclethatmakes us the Best BrokerageCompany in the Real EstateMarket Sales Products MarketInteligence Brokers Clients 11
  • 32. Institucional Website Evolution of visits to Lopes’ Website Themostvisitedwebsite in the real estatemarket Stronginvestment in online media Increasedgenerationof Leads Highersalesconversion Source: Google Analytics, 12
  • 33. Competitive Advantage “Lopes” culture in all business units of different states One single brand, recognized by the market National Integration of Systems Identity that stands Lopes out from the competitors Competitive Advantage: A single, integrated solid Company 13
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  • 35.
  • 36.
  • 37.
  • 38.
  • 39. Developer: Helbor.Location 279 un. – R$ 6.800/m² Sales 33 / 47 m² Usable Area Notes: Managerial Reports. Absorption calculated over available units 14
  • 41. Lopes is Growing Nationwide SOUTHEAST REGION São Paulo – Beginning of operations in 1935. Acquisition of 60% of Capucci &Bauer, in October 2007, for R$9 million (7.1x P/E 2008) and an earn-out payment. Rio de Janeiro – Entry by greenfield operation, with beginning of operations in July 2006, with LCI-RJ. Lopes acquires permanently an additional 10% stake of Patrimóvel, in July 2010, amounting to a total 20% share. Espírito Santo – Acquisition of 60% of Actual, in July 2007, for R$5.76 million (7.0x P/E 2008) and an earn-out payment. Minas Gerais – Entry by greenfield operation with beginning of operations in February 2008. SOUTHERN REGION States of Rio Grande do Sul, Santa Catarina and Paraná – Acquisition of 75% of Dirani, in May 2007, for R$15.1 million (7.5x P/E 2008) and two ear-out payments. In July 2008, Lopes acquired the 25% left by the call/put mechanism. MIDDLE WEST REGION Federal District – Acquisition of 51% of Royal, in November 2007, for R$12 million (9.0x P/E 2008) and an earn-out payment. Goiás - Greenfield operation with beginning of operations in August 2008. NORTHEAST REGION Bahia - Greenfield operation with beginning of operations in October 2007. Pernambuco – Acquisition of 60% of Sérgio Miranda, in August 2007, for R$ 3 million (10.0x P/E 2008) and an earn-out payment. In September 2009, Lopes acquired the 40% left by the call/put mechanism. Ceará e Rio Grande do Norte– Acquisition of 60% of Immobilis, in January 2008, for R$2.4 million (10.0x P/E 2008) and an earn-out payment. CE RN PE BA DF GO MG ES SP RJ PR SC RS Lopes tracks developers’ regional movements, consolidates its position as the largest consulting and sales player 16
  • 42. Lopes’ Market Mix Other* Northeast South Brasília Rio de Janeiro São Paulo *Other: Ceará, Estpírito Santo, Minas Gerais, Goiás and the city of Campinas 17
  • 43. Lopes in the Low Income Segment 18
  • 44. HABITCASA: Focus on Low Income Segment Focus on Low Income Segment Units up to R$ 180 thousand The Habitcasa brand is applied in all Lopes’ markets 19
  • 45. Habitcasa Stands Up as the Biggest Player in sales in the Low Income Segment In 2009, HabitcasabecameCaixa’scorrespondent Only Real State Brokerage Company specialized on the low income segment, not only in sales, but also in advisory Sales in the 2Q10 increased 50% when compared to the 2Q09 1,561 units sold in the 2Q10 Average Price in the 2T10 of R$146 thousand 65% Sales Speed In the 2Q10 20
  • 46. Sales by Income Segment Primary and Secondary Market Contracted Sales Total Contracted Sales = R$3,410 million 2Q10 2Q09 UnitsSold Total unitssold = 12,369 2Q10 2Q09 21
  • 47. Increase in the Potential Demand Mortgage R$96,000 Unit Value R$120,000 30% of income commitment 80% of the total value financed Monthly Payment (R$) In Minimum Wages Interest Tax (%) Interest Tax (%) 22
  • 48. Better Economic Situation of the Low Income Segment… Source: IBGE, FGV, Ernst & Young Source: FGV Source: “Minha Casa, Minha Vida” Program 23
  • 49. ... and also Better Supply of Mortgages Source: IBGE, BC Source: ABECIP, Central Bankof Brazil, CEF e FGV 24
  • 50. Minha Casa Minha Vida Brazilian Government will dispose of R$34 bi. In the State of São Paulo 183,995 units will be built. 41% have a monthly family income between 3 and 10 minimum wages, with “Minha Casa, Minha Vida” this families will become potential buyers. São Paulo’s families (3.4 million of families) 10% has purchase intention for the next 12 months It is estimated that there is a 140 thousand units demand in the city of São Paulo inside the “Minha Casa, Minha Vida” program . (1.4 million of families) Source: Lopes’ Market Intelligence Premise: with the federal government subsidy, the decrease of interest rates and more extended mortgages terms, the minimum family income to acquire a R$100 thousand house became 3 minimum wages, not 6 minimum wages as before. 25
  • 51. Minha Casa Minha Vida Units per Income Units Distribution In the Southeast Region 26
  • 52. Minha Casa Minha Vida 2 Units per Income 27
  • 53. Lopes in the Secondary Market 28
  • 54.
  • 56. Speed and quality of processing
  • 58. Successful exposure to the lending business and in joint ventures
  • 59. Direct and exclusive access to its customer database
  • 60. Seamlessly integrated operation with Lopes’ sales process, including an incentive compensation plan
  • 61. Lopes media exposureLeadership position in their respective markets Management Excellence High Value Brands Strengthening of mortgage origination and other related services. 29
  • 62. CrediPronto! Innovative Real Estate Financing Process The deadlines mentioned are linked to the complete delivery of the documentation and they can change in case of any restrictions. 30
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  • 64. Agility and perception of a non-financial institution; and
  • 66. CrediPronto! Financed Volume (R$ MM) 375% 436% CrediPronto! financed in the 2Q10 R$146.0 million, which accounted for R$232.9 million in mortgages for 2010 . 32
  • 67. CrediPronto! Monthly Progress of the MortgagePortfolio (R$ MM) 12% 33
  • 68. GuidanceCrediPronto! MortgageGuidance 2010 43% The Company takes this opportunity to announce the new financing guidance for Credipronto! for 2010 which is R$500 million. 34
  • 69. Pronto! Pronto has 200 stores in 12 states 30 ownedstores + 170 credentialedstores 35
  • 71. Pronto! OneStop Shop Concept One Stop Shop Purchasing/Selling your property + Financing 37
  • 72. Synergies Between Credipronto! and Pronto! – Competitive Advantage Easy Credit Access (Financing) Distribution Channel Pronto! and CrediPronto! acting together create a competitive advantage that is hard to replicate. 38
  • 74. Brazil 1,8x Mexico 4,0x G-7 9-10x Social Economic Scenario and Housing Shortage Age Pyramid in Brazil Segments by Income in Brazil Income > US$ 2,509 A/B Income between US$ 582 and US$ 2,509 C Income between US$ 419 and US$ 582 D Income < US$ 419 E 47 million homes Source: IBGE Source: FGV Quantitative Housing Shortage (millions of homes) Qualitative Housing Shortage Source: CreditSuisse * Qualitative Housing Shortage is the number of times that a family moves to different houses in life Source: Fundação João Pinheiro e Ministério das Cidades 40
  • 75. MortgageMarket Mortgage Market as a % of GDP Source: Goldman Sachs – Base 2007-2008 41
  • 76. 20,6 Launches Metropolitan Region of São Paulo – Historic data GVS¹ Launched (R$ bn) - SP 1997 2007 2008 6M10 2009 2006 1996 ¹ Launched values adjusted by the INCC until February/10 Nominal GVS launched in 2008 was the same amount as 2007: R$ 20 bn. Number of Launches - SP Units Launched (‘000) - SP Source: Lopes’ Market Intelligence 42
  • 77. Sales Speed Metropolitan Region of São Paulo Units Launched and Sold SP Capital Average (UnitsSold/Launched) = 1.50 Average (UnitsSold/Launched) = 0.80 6,131 5,663 3,613 2,173 1,113 1,949 382 may/10 mar/10 jan/10 jul/08 may/08 sep/08 nov/08 jan/09 mar/09 may/09 jul/09 sep/09 nov/09 UnitsSold YearUnitsLaunchedUnitsSold 2008 34,500 32,800 2009 30,100 35,800 UnitsLaunched Source: Secovi –SP and Lopes’ Market Intelligence. 43
  • 78. SPMR Real Estate Market Overview – Prices Evolution of Average Launches’ Prices in SP R$/m2 R$/m2 Nominal INCC Adjusted Source: EMBRAESP 44
  • 79. The Secondary Market Real estate market by segment Difference (in %) between the average price per m² in new development vs. used properties (Total in R$ billion, % of total potential sales value) 100% 118 Primary Secondary In the city of São Paulo, the difference is as high as 30% ~ 50% Source: ITBI, Gafisa prospectus, CushmanWakefieldreport, teamanalysis 45
  • 80. Factors that Sustain the Growth in the Real State Market 46
  • 82. 116,9 Lopes’ Confidence Index (LCI) - August/10 Lopes is the first company to create a Real Estate Consumer Confidence Index. Lopes’ Confidence Index (LCI) August/10 Lopes’ Confidence Index intend to measure clients confidence, so Lopes can follow and anticipate, in the short term, housing purchase tendency. The sample has 559 interviews, with Grande São Paulo resident clients, which contacted Lopes in the last 3 months and are interested in purchasing a new home. (base: jan/2009=100) Source: Lopes Market Intelligence 48
  • 83. Present Purchase Intention Growth Positive atributes For the Real EstateMarket are considered positive attributestheintentionsofpurchasingproperties in HIGH and MEDIUM levelswhichwerementionedatthemomentofthe interview. . (base: jan/2009=100) Source: Lopes Market Intelligence 49
  • 84. Sales Speed Over Supply 50
  • 85. Sales Speed over Supply Lopes' Consolidated Sales Speed Habitcasa’s Sales Speed *Management information, The Sales Speed over Supply is obtained based on the quarter’s contracted GVS compared to inventory and launches. 51
  • 86. Habitcasa’s Sales Speed Over Supply Sales Speed Over Supply HBC x In-House Sales Forces In-House Sales Forces Month Habitcasa’s Sales Speed Over Supply proves to be much larger than the averageof the Internal Sales Forces’. 52
  • 88. Contracted Sales’ Historical in thePrimaryMarket* Total GVS – Primary Market (in R$ million) CAGR: 31% * Unaudited managerial information. 54
  • 89. Contracted Sales Contracted Sales UnitsSold (R$ MM) 12,369 3,410 49% 56% 8,321 2,183 55
  • 91. 57 338 Net Commission by Market Net Commission
  • 92. Results 2Q10 TheCrediPronto! Revenuedoes not include the mortgages financial spread Without Pronto! and Credipronto!’s effect, Lopes’ EBITDA would’ve been R$39 millions, with a 52% margin and a Net Income of R$25 million, with a 33% margin. Brasília had a R$8.3 million Income, while Campinas had a R$2.1 million Income, what explains the minorities Interests of R$6.0 million. 58 1 Pro Forma EBITDA is a non-accounting measure drawn up by Lopes, which consists on EBITDA excluding the effects of stock option expenses. 2 Pro Forma Net Income is a non-accounting measure drawn up by Lopes, which consists on EBITDA excluding the effects of stock option expenses.
  • 93. 2Q10 Performance - ComparativeAnalysis Sales, EBITDA Margin, Net Incomeand Net MarginProgress 3,410 56% Contracted Sales (R$ million) 49% 46% 46% 40% +22% 36% EBITDA Margin Pro-Forma 23,191 +134% Net Income (R$ thousand) 33% 30% 27% +49% 20% 20% Pro-Forma Net Margin 1Q10 4Q09 3Q09 2Q09 1Q10 59
  • 95. Sales’ Guidance for 2010 (R$ BI) 32% * The General Value of contracted sales (Contracted GVS) projected in this release may change due to many variables. This material fact includes forward looking statements related to business perspectives, results estimates and, also, the growth outlook for Lopes. Such forward looking statements may be substantially affected by changes in market conditions, government decisions, stronger competition, industry performance as well as Brazilian economy performance, in addition to those risks presented in the documents released and filed by Lopes, consequently, they are subject to changes without previous notice. 61
  • 97.
  • 98. Variations in sales stemming from the sales pipeline in the real estate development market, in which projects launched are subject to licensing and permit requirements, which account for significant distortions in a quarter-over-quarter comparison.Unstable sales behavior in each quarter accounts for variations in yearly sales 63 * The seasonality can not be verified in 2008, because of the effects of the world financial crisis.