2. 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.
3. Table of Contents
Topics
1 Introduction and Product Description 2
2 Brand Equity and Sales Process 14
3 Business Model and Financial Highlights 18
4 Q&A 26
5. Time in Industry: 26 years
Alphaville: 12 years
Organizational Structure
5
Executive Officer
Alphaville
Marcelo Willer
Commercial Director
and
New Business
Human Resources
Foundation / Environment
Business Development
Operations
Director
Financial and
Administrative
Camillo Baggiani
Product
Director
Business
Director
Shared Services
(Gafisa)
Time in Industry: 20 years
Alphaville: 7 years
Time in Industry: 9 years
Alphaville: 7 years
Alphaville currently has 450 employees and 158 sites under construction
1. Introduction and Product Description
6. Introduction
Alphaville Timeline
6
1973
2002/
2005
19981976 20011995
2006/
2007
2008/
2010
1997 2000
2011/
2012
Acquisition
of 1st land
parcel in
the Barueri
region
(Campinas) 1st resident moves to
Alphaville and launch
of the 2nd phase of the
residential
development
Launch of
Alphaville
Goiânia
Lauch of Alphaville
Lagoa dos Ingleses
(Belo Horizonte)
Acquisition of 60%
stake by Gafisa.
9 developments
launched
Launch of the 1st
Alphaville
development
outside of the
Barueri region
(Campinas)
Emphasis on
geographic
diversification,
with the launch of
15 projects
Foundation of
Alphaville
Urbanismo S.A.
Launch of Alphaville
Graciosa (Curitiba)
Acquisition of
additional 20% by
Gafisa.
Accelerated growth
phase, with emphasis
on increasing volume
and margins. Launch
of 34 projectsCreation of the
Alphaville
Foundation
Launch of second
venture, an urban
development in
Brasilia
Construtora Albuquerque
Takaoka
Alphaville Urbanismo S.A.
(Under management of founding partners)
Alphaville Urbanismo S.A.
( Under Gafisa
management)
Rebranding of
Alphaville
Development
launched in Portugal
1. Introduction and Product Description
7. 7
Products in the
development phase
Núcleos
Urbyears
Planned
Communities
Open
Communities
Business Portfolio
1. Introduction and Product Description
8. Gated communities, targeted at higher income
customers (classes A)
Minimum lot size 400m²
Large living spaces and green areas
Complete security system
Enclosed convenience services
Benchmark for horizontal housing projects
Alphaville Flamboyant - GO
1. Introduction and Product Description
9. Gated communities, targeted at higher income customers (classes A)
Average lot size 250 - 360 m²
Leading urban design optimized and shorter road system
Club and leisure facilities with option to extend
Simplified landscaping
Security infrastructure including camera access in the lobby and on the
walls for deployment by residents
Self-managed association with reduced oversight
Imagem 3D – Terras Alphaville Foz do Iguaçu
1. Introduction and Product Description
10. 10
Planned areas, self-sufficient and sustainable
Total area exceeds 5 million m²
Infrastructure complete with shops, business centers, schools, residential and multifamily developments
Strong management and product mix designed to maximize the standard of living
Policies incentivizing fiscal investment and the acceleration of occupation
Master plan – Núcleo Urbano Brasília close to DF
Núcleos Urbyears
1. Introduction and Product Description
11. 11
Barueri 1974 Barueri 2008
Designing New Urban Communities
1. Introduction and Product Description
13. 13
National Presence
63million m² in
projects
executed and under
construction
57 developments executed (45 MN m²)
27 projects under construction (17 MN m²)
98 residential phases and 54 commercial phases
21 states and 53 cities
186million m²
in projects yet to be
developed
1. Introduction and Product Description
14. Leader in Brazilian urban development for 40 years
Strong brand recognition with reputation for quality
Experience in the complex process of approving subdivisions since 1973
National Presence and consistent growth history
Presence in 57 cities and 21 states
Launches CAGR of 37% in the last 4 years. In 2012, launched projects totalled R$ 1.34 billion
Leadership position ensures access to the best land
– Signed partnerships in place with land owners representing a PSV of more than R$ 13 billion in land bank for
future developments
High-margin developments due to price premium and expertise in urbanization
Gross Margin of 50% (consolidated in 2012)
Unique positioning and high demand ensure good sales velocity. Track record of strong asset
appreciation, even during the development process.
The process of sales and strong brand recognition generates strong interest at the opening of sale
High sales velocity, with some projects sold out during the weekend of launch
Main Highlights
1
2
4
3
14
1. Introduction and Product Description
15. Project Analysis, including legal, environmental, market, location and feasibility studies.
Business Steps
15
Land Prospecting
Due Diligence
Strategic Analysis
Project Development
Approval and
Registration
Marketing and
Sales
Construction and
Execution
Customer Relationship
/ Deployment
1.5 years 3 years 2 years
Marketing and sales
Construction with centralized procurement of outsourced contractors.
Implementation / Customer to provide construction specifications
4
5
Development process and master plan, urban design of occupancy.2
1
6
3 Referral to the appropriate agencies for review, approval and registration.
Final confirmation of economic feasibility, detailed design and technical budgeting.
Commercial
Director and New
Business
Commercial
Director and New
Business
Operations
Director
Financial Director
and Management
Director of Product
Management and
Business
Business
Director
Complete mastery of the complex approval process and development
1. Introduction and Product Description
17. 17
2.1 Alphaville Brand Equity
Alphaville is a TOP OF MIND* brand of upscale condominums, according to industry reports
70 awards for categories including urbanism, environment, marketing, marketing communications and
social responsibility, and a Prix d’Excellence with Alphaville Flamboyant
Honorable mention in the competition to design the Olympic Village of Rio de Janeiro in 2012 (sole
Brazilian company among more than 180 competitors)
More than 80% of customers are satisfied** with Brand: more than 21,500 customers in the portfolio
National presence: in 21 states, with 79 projects and more than 60 million m² urbanized. In the last two
years, the company launched new projects in strategic regions, such as: Salvador, Minas Gerais and São
José dos Campos.
National Partnership network: more than 2,000 real estate brokers connected
The only company in the market that has sold a concept for 40 years
Unique sales model: focused on creating desirable projects and involving all stakeholders (brokers,
consumers, partners, etc) in the project launch of the project.
* In 2012, instituto Officina Sophia measure of brand recognition (between March and October).
** satisfaction survey -Officina Sophia – 2012
*** Source: Alphaville
18. 18
• As a result...
2.2 Alphaville Brand Equity
• In 2012, we updated the positioning and visual identity of the brand as part of a rebranding compaign
Brand awareness increased 124% The Alphaville brand is synonymous with Tradition, Quality, Expertise and
Safety.
* Between March and October 2012, we conducted three waves of research with the institute Officina Sophia to measure the evolution of attitudes
towards the Alphaville brand.
19. 19
00:03:55
00:19:50
4,3
5
0
1
2
3
4
5
6
00:00:00
00:07:12
00:14:24
00:21:36
00:28:48
00:36:00
00:43:12
Average
Time
2.3 Alphaville Brand Equity
• In 2012, Alphaville launched its own internet portal.
• New online tools give public wider access to key areas targeted at investors and brokers
Since the launch of the new site, we experienced a significant
increase navigation time
+17%
Since the launch of the new site, the average
number of visits has reached 42,500 per month.
+406%
+15 min e 54 sec
140.832
183.411
196.829
212.334
Apr to Aug 2012 Sep to Jan 2013
Total single access
Total Access
Also, we experienced a significant increase in site visits.
* Google Analytics
+8%
+30%
Average Apr to Aug/12 Average Sep to Jan/13
Pages
per
access
22. 22
Price Point Evolution - Alphaville
Alphaville São José dos Campos 88% sold in the launch phase
Alphaville Minas Gerais sold out in the launch phase
Fonte: Inteligência de Mercado Alphaville, Imobiliárias locais
R$ 328,00m²
R$ 584,21m²
Lauch priceMarket price
R$ 644,00 m²
Current price
Jul/2012 As of todayUnits Launched MG
R$ 690,00 m²
Current price
R$ 597,00m² R$ 620,00m²
Lauch priceMarket price
Oct/2011 As of todayUnits Launched SJC
Alphaville Sergipe 96% sold in the launch phase
Mar/2012 As of today
Terras Alphaville
Sergipe 97% sold in the launch phase
Total Units Launched Sergipe*
R$ 413,00m²R$ 336,73 m²
R$ 383,73 m² R$ 441,00m²
R$ 357,00 m²
Current price
Sep/2012 As of today
26. 26
Unique Model to Ensure Long-term Profitability
1
2
3
Partnership model restricts initial exposure to cash spending project, stand and marketing
Strong brand equity and Alphaville history enables partnerships in premium areas and in superior
condition than those obtained by peers
Construction process is mostly mechanized and automated (earthworks, drainage, paving, etc.)
enabling on-budget national expansion
Consistent execution - delivery within budget and on time in all regions throughout Brazil
Brand dominance, unique concept and proprietary sales process ensures the highest sales
velocity in the housing market at prices above the competition
Many instances of sales above R$ 100 MN of PSV on the day of launch
Unique Asset light model in the housing market, with superior gross margin (above 50%) and
lower cash exposure (aprox. 10% of PSV), resulting in ROEs higher than 50% p.a.
27. 27
Cash Flow – Typical Project
-10%
-5%
0%
5%
10%
15%
20%
25%
30%
35%
-6 -2 2 6 10 14 18 22 26 30 34 38 42 46 50 54 58 62 66 70 74 78 82 86 90 94
Cash Flow Alphaville (% total PSV of development¹)
Cash exposure = (9% do VGV)
Launch phase results in peak cash
generation
Construction cycle is typically 22 months
Projects with healthy sales at launch
can generate a payment stream of
customers enough to offset
Alphaville’s exposure
Low cash exposure results in high return on capital
