gfapr4q11_6k.htm - Generated by SEC Publisher for SEC Filing
 
SECURITIES AND EXCHANGE COMMISSION
Washington, D.C. 20549
 

 
FORM 6-K
 
REPORT OF FOREIGN ISSUER
PURSUANT TO RULE 13a-16 OR 15d-16 OF THE
SECURITIES EXCHANGE ACT OF 1934
 
For the month of April, 2012

(Commission File No. 001-33356),

 
Gafisa S.A.
(Translation of Registrant's name into English)
 


 
Av. Nações Unidas No. 8501, 19th floor
São Paulo, SP, 05425-070
Federative Republic of Brazil
(Address of principal executive office)



Indicate by check mark whether the registrant files or will file
annual reports under cover Form 20-F or Form 40-F.

Form 20-F ___X___ Form 40-F ______



Indicate by check mark if the registrant is submitting
the Form 6-K in paper as permitted by Regulation S-T Rule 101(b)(1)


Yes ______ No ___X___

Indicate by check mark if the registrant is submitting
the Form 6-K in paper as permitted by Regulation S-T Rule 101(b)(7):

Yes ______ No ___X___

Indicate by check mark whether by furnishing the information contained in this Form,
the Registrant is also thereby furnishing the information to the Commission pursuant
to Rule 12g3-2(b) under the Securities Exchange Act of 1934:

Yes ______ No ___X___

If “Yes” is marked, indicate below the file number assigned
to the registrant in connection with Rule 12g3-2(b): N/A


 
 

 


 

   

 

 

IR Contact

Luciana Doria Wilson
Diego Santos Rosas
Stella Hae Young Hong
Email: ri@gafisa.com.br

 

IR Website:
www.gafisa.com.br/ir

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Shares

GFSA3– Bovespa
GFA – NYSE
Total Outstanding Shares:
432,699,5591

Average daily trading volume
(90 days2): R$110.6 million

1)      Including 599,486 treasury shares
2)      Up to December 31, 2011

 

GAFISA REPORTS RESULTS FOR 4Q AND FY11

--- Launches totaled R$3.5 billion in 2011, reflecting the new strategy adopted ---

--- Contracted sales fell 16% to R$3.4 billion in the year ---

--- 4Q11 corrective adjustments, impact on 2010 and 2011 results ---

--- Record 22,679 units delivered in 2011, almost double the previous year’s total; highest construction volume in Sao Paulo in 2011---

 

 

FOR IMMEDIATE RELEASE - São Paulo, April 9, 2012 – Gafisa S.A. (Bovespa: GFSA3; NYSE: GFA), Brazil’s leading diversified national homebuilder, today reported audited financial results for the ended December 31, 2011.

 

Duilio Calciolari, Chief Executive Officer, said: “Gafisa has made significant structural and managerial changes which position the Company for long-term growth and improved financial performance.”

 

“Our full-year financial results reflect required corrective actions, including the scaling back of our Tenda business, the dissolution of contracts with potential homeowners who no longer qualify for bank mortgages and a reduced geographic focus. Cost overruns, which weighted on the results of the Tenda and Gafisa segments have been remedied by focusing on geographic regions where the Company has strong supply chains and has completed a stringent vetting of external construction partnerships. Following these actions, we are at a turning point in the history of the Company and look forward to successfully executing our strategy to enhance shareholder value.”  

FINANCIAL RESULTS  

p       Net revenue for the full-year 2011, recognized by the Percentage of Completion (“PoC”) method, was R$2.9 billion, 14% below the previous year’s.

 

p       The Company’s full year gross profit was R$262 million, reflecting the net impact of revenue reversals and associated costs related to adjustments registered in the fourth quarter.

 

p       The full year EBITDA loss, was of R$339 million, compared to a gain of R$579 million in 2010. Full year EBITDA for Gafisa and AlphaVille totaled R$33 million and R$225 million, respectively, while Tenda incurred a loss of R$596 million.

 

p       The full-year net loss was R$945 million compared with a restated profit of R$265 million in 2010. The 2011 loss was principally impacted by adjustments totaling R$889.5 million (31% from Gafisa and 69% from Tenda), of which 83% were booked in 2011 and 17% in 2010. The 2010 cost adjustments relate primarily to budget overruns in the construction process and led to a restated 2010 net income of R$265 million, compared with R$416 million previously.

 

p       At December 31, 2011, the Company had approximately R$984 million in cash and cash equivalents compared to R$1.2 billion at the end of 2010. The net debt to equity ratio increased to 118% in the fourth quarter, from 75% in the third quarter of 2011, primarily driven by a 28% reduction in equity following the reported loss and an increase of net debt and investor obligations of 10% equivalent to cash burn of R$200 million and a dividend payment of R$98.8 million.

OPERATING  RESULTS   

 

p       Project launches in 2011 totaled R$3.5 billion. The Gafisa, AlphaVille, and Tenda segments represented 61%, 28% and 11% of total launches, respectively. Fourth-quarter launches totaled R$582 million, a 62% decrease compared with 4Q10, reflecting the restriction of Tenda launches to those that can be immediately transferred to financial institutions.

 

p        Full-year consolidated pre-sales totaled R$3.4 billion, a 16% decrease compared to 2010. Sales from inventory represented 38% of the 2011 total, while units launched during the same year accounted for the remaining 62%. Full-year sales velocity of launches reached 47.2%, or 53.9% ex-Tenda.

 

p       The Group delivered 118 projects encompassing 22,679 units (26,868 equals Gafisa plus minority stake) with a potential sales value at company stake of R$3.7 billion during 2011, almost double the number delivered during the previous year.


2


   

 

INDEX   
Chairman s Letter  04 
CEO Comments  05 
Recent Events  06 
Gafisa Group Key Numbers  07 
Gafisa and Tenda Q411 Adjustments  08 
Review 2010 and 2011 numbers  09 
Operational Numbers For the Gafisa Group  10 

Gafisa Segment 

11 

AlphaVille Segment 

14 

Tenda Segment 

16 
Income Statement  19 

Revenues 

19 

Gross Profit 

19 

Selling, General and Administrative Expenses 

19 

EBITDA 

20 

Net Income 

20 

Backlog of Revenues and Results 

20 
Balance Sheet  21 

Cash and Cash Equivalents 

21 

Accounts Receivable 

21 

Inventory 

21 

Liquidity 

22 

Covenant Ratios 

23 
Outlook  23 
Appendix - Status of the Financial Completion of the Projects under Construction 24 
Group Gafisa Consolidated Income Statement  26 
Group Gafisa Consolidated Balance Sheet  27 
Glossary  28 

 

3


 

  

CHAIRMAN'S  LETTER 

Since my appointment as Chairman of the Board in November 2010, Gafisa has embarked upon a new era of independence to become one of the few Brazilian companies with no majority ownership and where independent directors occupy most board seats. This transition has been facilitated by significant governance, structural and operating changes that will create long-term value for our shareholders.

In April 2011, we implemented a Board restructuring in which we added four new directors, including three highly qualified and experienced independent board members. With a new management structure also in place, both the Board and management immediately sought to implement new measures to redirect the Company’s trajectory and financial performance, as well as address the high level of indebtedness that had put a strain on the Company.

Over the past several years, Gafisa has experienced accelerated growth as the home building industry expanded into the rapidly emerging lower income and first home buyer market segments. Our strategy to address these new market opportunities was to acquire a portion  of Tenda, a leader in the lower income segment at the end of 2008. While we continue to believe the strategy to enter the low income segment was sound, we did not fully appreciate the extent of operational and managerial problems at Tenda, nor were we adequately prepared to manage a much larger and more complex organization. The hurdles we encountered included a shortage of skilled workers, the absence of robust technical and managerial resources, deficient supply chains across a number of projects and internal controls which did not reflect the new size, structure, and complexity of the business. The consequence was an erosion in value and margins, delays and a higher than anticipated consumption of capital.

The Board and management have worked diligently to address these matters. First we undertook a thorough assessment of Gafisa, Alphaville and Tenda to better understand the challenges relating to their organizational and operational structures, managerial practices, and strengths and capabilities. The result was a substantial and necessary course correction that included, the implementation of a new strategy, an improved organizational structure, the addition of certain key personnel with appropriate skill sets to match the business’ needs, and the implementation of enhanced management and corporate best practices.

The assessment of each of the Company’s three brands was conducted in a thorough manner and the new budget reflects the allocation of capital adjusted for opportunity and risk, respectively. We are confident that this new capital allocation strategy will allow for sustainable growth in the Company, stronger business fundamentals, and greater value.

As we move through 2012, we will continue to implement our new strategy and position the Company for sustainable growth. While we still have significant challenges to address due to the long-term cycles present in our business and rapidly changing market dynamics, we remain confident that we are back on course and that we will achieve significant improvements across all metrics over the next several quarters. To assist us in reaching our objective of enhancing shareholder value, we appointed André Bergstein as CFO and IRO in March. André is a seasoned executive with extensive industry experience and will report directly to the Gafisa Group CEO, Duilio Calciolari. In addition, we appointed new leaders at Gafisa, Tenda and Alphaville, namely Sandro Gamba, Rodrigo Osmo, and Marcelo Willer, respectively. The Board is committed to management best practices and is intent on creating long-term value for shareholders and restoring their trust.

Gafisa is a world-class company with a strong heritage and an exciting future. It is widely recognized for its leadership, innovation and professionalism. We are confident in Gafisa’s revised structure and strategy, strong brands and appropriate product mix.

We remain fully supportive of Duilio and his team as they strive to create value for our customers, partners and shareholders.

 

Caio Racy Mattar

Chairman – Gafisa S.A.

4


 

CEO COMMENTS   

Before I detail the factors behind the deterioration in Gafisa’s performance, and outline the structural changes and remedies undertaken to ensure a return to profitability, I would like to emphasize that management is entirely committed to restoring the health of our Company and the confidence of investors.

I would also like to share my sincere conviction in Gafisa’s bright future. Our company boasts three of the most widely recognized brands in the Brazilian homebuilding industry, each of which enjoys core strengths that make them unique in the sector. The Gafisa brand has cultivated a valuable reputation through a 50-year history in its principal markets of São Paulo and Rio de Janeiro, while the AlphaVille segment is, undoubtedly, one of the highest margin businesses in the sector, and faces little competition. It is clear that Tenda’s performance to date has not matched expectations. However, we are convinced that the market potential for this segment is immense. Every day more than 20,000 people visit Tenda’s website seeking information about our developments. Its well established nationwide platform, newly developed aluminum mold technology that has already delivered cost improvements, and investment in relationships to become one of Caixa Economica Federal’s top three partners means the brand is poised to capitalize off this demand in a controlled manner.

Gafisa is a company with a strong heritage and reputation that grew beyond the market’s capacity, the ramifications of which I will now explain. In 2005, like many other Brazilian homebuilders, we made a strategic decision to capitalize on our experience and reputation in the middle and high-income segments by broadening our product lines to incorporate the nascent but growing higher-end residential lot market and the rapidly emerging lower income segment. In order to participate in these market segments we acquired AlphaVille and Tenda, changing the profile of the Company from one that during its long history had served the mid- to high-income segments primarily in the cities of São Paulo and Rio de Janeiro, to a Company that today caters to every income segment in the market. The value of annual launches has more than tripled to R$3.5 billion and our land bank has grown more than 20-fold to R$17.6 billion. During the same time period we delivered approximately 45,000 units, culminating in a record 23,000 deliveries in 2011 alone.

I was appointed interim CEO of Gafisa on May 9, 2011, and the Board confirmed my appointment as CEO on July 5, 2011. During my first three months as CEO I engaged the entire management team, with the support of our Board of Directors and our management consultants, Bain & Company, in a review of our Company’s operating units and overall strategy. The results of this review led to our decision in October 2011 to: (i) establish a new operating structure by brands; (ii) reduce risk at Tenda; (iii) expand the contribution of AlphaVille´s successful developments in our product mix and; (iv) refocus the Gafisa brand on its core markets of São Paulo and Rio de Janeiro.

At the time of our third quarter results, we announced a 30% reduction in our 2011 launch guidance to R$3.5 billion to reflect our decision to slow the growth of our low-income business, as well as, narrow the geographic scope of the Gafisa business. In the final quarter of 2011, Gafisa restructured its operations by creating individual business units, with strong links between performance incentives and goals.  Each of these is responsible for all aspects of the brand segment from development through to construction and delivery. This is an important departure as construction for each of the segments had previously been centralized under one group within Gafisa, hampering the timely detection of higher than budgeted costs.

Following the establishment of individual business units, these executives immediately undertook a thorough analysis of the Group’s developments and suppliers, vetting them for quality, performance and reliability. What this process further clarified was a mismatch between the physical and reported progress of construction within Tenda due to factors such as subcontractor failure to perform and their bankruptcies. The full expense required to take-over projects from these subcontractors was also identified. In addition, at Gafisa a number of projects managed by third parties led to unexpected cost overruns, which have been reported in the fourth quarter. With the acceleration of deliveries in 2011, primarily during the later portion of the year, these cost deviations came to light.

As noted in our 4Q11, operational preview, financial results also reflect the dissolution of Tenda contracts with potential homeowners no longer qualifying for bank mortgages due to a change in circumstance. The dissolutions refer to units which were on average 70% complete and required an upfront down payment of 6%. Units returned to inventory are expected to be resold in a timely manner and at a premium to the original price.

The fourth quarter of 2011 is an atypical quarter due to the impact of structural changes, the recognition of cost overruns, cancellations and contract dissolutions at Tenda, as well as our more targeted strategy. This has had a material impact on our fourth quarter and therefore our full-year operating profitability. However, this has not impacted our 4Q11 liquidity. The negative full year EBITDA of - R$339 million and loss of R$945 million are impacted by expenses related to our revision and correction process of R$889.5 million (83% of this impact is being recognized in 2011 and 17% in 2010) and revenue reversals of R$1.2 billion.

Management and the board treat these results seriously and have undertaken widespread structural and operational changes to avert future losses and strains on the business. Tenda is now operating under a new strategy whereby pre-sales recognition and the remuneration of the sales force is based on the ability to immediately pass mortgages on to financial institutions and the number of third party construction partners has been reduced to a group that has been thoroughly vetted for quality and sustainability.

 

5


 

 

 

Included in the amounts above is an additional provision to cover potential cost overruns in all impacted developments yet to be completed. We have also taken a provision for expected dissolutions at Tenda during 2012 as we deliver the majority of the remaining units.

We expect to generate R$500-R$700 million of operating cash flow in 2012 which is sufficient to meet our obligations.

In addition, we will enhance cash flow by restricting the launch of developments at Tenda and re-launching the business under a profitable business model focused on fewer and higher potential geographic regions as well as the Gafisa brand’s most profitable historical markets, namely São Paulo and Rio de Janeiro. 

Our responsibility is to maximize the value of Gafisa and deliver strong returns to our shareholders. We are confident that we have a business model and a management team in place to profitably develop new and existing projects with the use of appropriate funding vehicles. With a stronger structure set in place, we expect our results to improve significantly over the coming years.

Duilio Calciolari, CEO -- Gafisa S.A.

 

 

RECENT EVENTS   

New Operating Structure which Establishes P&L Owners by Brand

Gafisa is now operating under a new structure whereby individual business units are responsible for all aspects of the brand segment from development through to construction and delivery. All three business units are managed by executives with direct P&L responsibility, ensuring management is incentivized to deliver credible results.

The new head of the Gafisa brand is Sandro Gamba, who has been with the Company for more than 15 years and has served in a number of senior regional roles including the head of business development and director and manager of prospecting land. AlphaVille head Marcelo Willer was previously the brand’s real estate development officer. Prior to assuming this role in 2006 he served as project officer in the six years prior. After Rodrigo Osmo’s significant success in integrating and expanding the AlphaVille segment, he was named head of Tenda in December 2011. He has since led the turnaround at Tenda.  With Rodrigo Osmo’s appointment as Tenda head, Duilio Calciolari, Gafisa Group CEO, resumed an interim role as CFO until the appointment of André  Bergstein in March 2012.

 

Appointment of New Chief Financial Officer with Extensive Industry Experience

André Bergstein brings 20 years of experience in the financial and real estate markets to Gafisa.

He is a highly regarded professional in the real estate industry. Prior to joining Gafisa, he led the real estate team at Plural Capital, responsible for real estate backed structured transactions. For the previous five years, he served at Brazilian Finance & Real Estate (BFRE) as CFO and IRO for the holding company, and as CFO of Brazilian Securities, where he led several structured operations of MBS’ (mortgage backed securities) and FII´s (real estate investment funds) and was active in M&A deals for BFRE. Prior to joining BFRE, he served as chief financial officer at Atlântica Residencial, a homebuilder focused on residential projects aimed at middle and low income groups, with local and foreign shareholders. He began his career as a financial analyst at Icatu Bank in 1993. Andre Bergstein has a degree in electrical engineering from the Pontifical Catholic University of Rio de Janeiro (PUC-RJ) and holds an MBA from IBMEC Rio de Janeiro.

 

Update on AlphaVille Negotiations and Achievements

The company hired an independent financial advisor to run the valuation of the remaining 20% stake of AlphaVille that Gafisa does not already own. Negotiations  are on track and progressing according to the process outlined to shareholders.

In 2011, AlphaVille was recognized for its building capability and awarded a Master Real Estate Award. The brand remains a highly valued part of the Gafisa group and its share of the product mix is expected to increase over coming years.

 

6


 

 

 

RECENT EVENTS  (CONT.) 

Tenda Achievements

The Gafisa Group remains committed to the Tenda brand and expects a turnaround strategy underway to take advantage of sizeable market potential in this segment. Tenda is one of the top three unit constructors in the country thanks to its established nationwide platform. Every day on average 22,000 people visit its website seeking information on developments and hundreds more visit each of its 22 shop fronts, which are conveniently located in commercial centers.

 

KEY NUMBERS FOR THE GAFISA GROUP 

Table 1 - Operating and Financial Highlights - (R$000, unless otherwise specified)

 

4Q11

3Q11

QoQ(%)

4Q10

YoY(%)

2011

2010

YoY(%)

Launches (%Gafisa)

582.247

1.051.713

-45%

1.543.149

-62%

3.526.298

4.491.835

-21%

Launches (100%)

719.973

1.318.304

-45%

2.279.358

-68%

4.205.731

6.041.703

-30%

Launches, units (%Gafisa)

1.256

2.334

-46%

7.742

-84%

10.671

22.233

-52%

Launches, units (100%)

1.627

2.813

-42%

9.334

-83%

14.271

26.398

-46%

Contracted sales (%Gafisa)

338.415

1.044.728

-68%

1.240.818

-73%

3.352.288

4.006.380

-16%

Contracted sales (100%)

46.043

1.256.078

-96%

1.426.165

-97%

3.928.839

4.976.423

-21%

Contracted sales, units (% Gafisa)

-605

2.866

-121%

5.933

-110%

9.844

20.744

-53%

Contracted sales, units (100%)

-266

3.770

-107%

6.853

-104%

12.385

24.962

-50%

Contracted sales from Launches (%co)

381.140

652.062

-42%

678.427

-44%

2.210.235

2.672.100

-17%

Sales Velocity over launches (VSO) %

83%

62%

2100bps

44%

3900bps

47%

59%

-1180bps

Completed Projects (%Gafisa)

1.322.766

1.221.417

8%

435.818

204%

3.718.658

1.692.493

120%

Completed Projects, units (%Gafisa)

6.544

8.700

-25%

2.899

126%

22.678

12.894

76%

 

 

 

 

 

 

 

 

 

Consolidated Land bank

17.605.092

21.096.042

-17%

18.054.000

-2%

17.605.092

18.054.000

-2%

Potential Units

86.247

100.025

-14%

92.882

-7%

86.247

92.882

-7%

Number of Projects / Phases

156

204

-24%

177

-12%

156

177

-12%

 

 

 

 

 

 

 

 

 

Net revenues

93.316

1.005.490

-91%

593.055

-84%

2.940.506

3.403.050

-14%

Gross profit

-438.396

296.876

-248%

116.291

-477%

262.168

942.132

-72%

Gross margin

nm

29,50%

nm

19,61%

nm

8,92%

27,68%

nm

Adjusted Gross Margin ¹

nm

33,40%

nm

24,61%

nm

13,92%

32,68%

nm

Adjusted EBITDA ²

-798.184

202.221

nm

29.502

-2806%

-338.637

579.215

-158%

Adjusted EBITDA margin ²

nm

20,10%

nm

21,30%

nm

-11,50%

17,00%

nm

Adjusted Net (loss) profit ²

-998.084

59.325

nm

-7.115

13928%

-905.189

288.484

-414%

Adjusted Net margin ²

nm

5,90%

nm

16,00%

nm

-30,70%

8,40%

nm

Net (loss) profit

-1.029.904

46.217

nm

-14.123

7192%

-944.868

264.565

-457%

EPS (loss) (R$)

-2,380180263

0,1071

nm

-0,0328

nm

-2,1837

0,6140

nm

Number of shares ('000 final)

432.700

431.538

 

430.910

 

432.700

430.910

 

 

 

 

 

 

 

 

 

 

Revenues to be recognized

4.516.000

4.526.000

-0,22%

3.963.000

14%

4.516.000

3.963.000

14%

Results to be recognized ³

1.559.000

1.740.000

-10%

1.540.000

1%

1.559.000

1.540.000

1%

REF margin ³

34,50%

38,40%

-388bps

38,90%

-438bps

34,50%

38,90%

-438bps

 

 

 

 

 

 

 

 

 

Net debt and investor obligations

3.245.336

2.946.370

10%

2.468.961

31%

3.245.336

2.468.961

31%

Cash and cash equivalent

983.660

912.359

8%

1.201.148

-18%

983.660

1.201.148

-18%

Equity

2.648.473

3.825.831

-31%

3.570.749

-26%

2.648.473

3.570.749

-26%

Equity + Minority shareholders

2.747.094

3.912.587

-30%

3.632.172

-24%

2.747.094

3.632.172

-24%

Total assets

9.506.624

10.383.808

-8%

9.040.790

5%

9.506.624

9.040.790

5%

(Net debt + Obligations) / (Equity + Minorities)

118%

75%

 

68%

 

118%

68%

 

 

 

 

 

 

 

 

 

 

Note: All financial data is audited.

1) Adjusted for capitalized interest

2) Adjusted for expenses on stock option plans (non-cash), minority shareholders and non-recurring expenses

3) Results to be recognized net of PIS/Cofins - 3.65%; excludes the AVP method introduced by Law nº 11,638

4) Realocation of non-strategic landbank, excluding PSV of R$ 3.7 billion at Gafisa and R$ 1.3 billion at Tenda

.

 

7

 


 

 

GAFISA AND TENDA ADJUSTMENTS 

During the fourth quarter the Company established three separate operating units for the Gafisa, AlphaVille and Tenda brands, which are headed by executives with profit and loss responsibility. As a result of the analysis conducted by the new teams, the Company identified important adjustments related to the strategic shift at Gafisa and the new operating model adopted at Tenda which are reflected in the fourth quarter as follows:

Cost overruns related to construction of R$587 million (R$231 million in Gafisa and R$356 million in Tenda) equivalent to 8% of the original total cost base of projects. 49% of the preliminary value relates to developments executed by third parties and franchisees, 26% relates to developments in regions that have been discontinued, and 25% from construction managed in-house.  The impact  isR$440.9 million (64% was in 2011 and 36% in 2010).

A thorough review of the Tenda portfolio of receivablesidentified 4K customers who are no longer eligible for bank mortgages and whose contracts were terminated, resulting in an impact of R$91.2 million. The dissolution of contracts with potencial property owners involves units that are, on average, more than 70% complete; where we collected an average down payment of 6% of the total value of the unit. The units were returned to inventory and became eligible for resale to qualified mortgage borrowers. Additionally, provisions were made for future dissolutions equivalent to 8K units, resulting in a net impact of R$80.0 million in the period. Also, provisions for bad debts amounted to R$105 million (94% Tenda).

An impairment related write-downofR$37.9 million based on a downward valuation of land bank Gafisa no longer intends to develop in the near term as result of its narrowed geographic focus, and R$57.9 million related to Tenda’s land bank. These tracts of land may be sold in the future. Development expenses related to the land acquisition process at Gafisa of R$14.9 million and R$10.6 million at Tenda were recognized as a sunk cost. 

Other provisions related to penalties from delayed projectsequivalent to R$12.7 million at Gafisa and R$38.5 million at Tenda. Also, the cancellation of projectshad an impact on Tenda’s results of R$17.4 million.

       

For detailed information on the factors contributing to the above outcome, please refer to the following table.

Table 2 - Gafisa and Tenda Adjustments - (R$000, unless otherwise specified)

 

 

Note: Each number correspond to the items related to the adjustments accounted in 2011, the remaining R$180 million was accounted in previous year.

 

It should be noted that based on accounting provisons, the Company did not account for the respective deferred income tax assets of R$251.8 million related to tax loss carry forwards and R$106.3 million related to timing differences.

The revenue reversal totaled R$1.2 billion, as shown in the table above. However, we expect to rebook: (1) 60% of the revenue reversal with resale of returned units; and (2) 34% will be recognized in accordance with PoC of the related projects (79% launched< 2008). Only 6% of the total is unrecoverable.

Overall, the impact on the 4Q11 result totaled R$889.5 million (83% in 2011 and 17% allocated in 2010). It should be noted that 70% of adjustments stemmed from Tenda’s operations. The substantial economic impact observed in 4Q11 had no cash flow impact in the same period. In addition, the resale of units returned o inventory to qualified customers will gradually reduce the Company’s leverage.

 

8


 

 

 

RECONCILIATION OF FINANCIAL DATA 

Adjustments to 2010 financial statements

In line with a new strategy set out in the fourth quarter of 2011, we conducted a detailed budget review. This review identified adjustments that relate to the 2010 financial year, but which were not detected by internal controls that year.

The cost adjustments primarily relate to operational issues stemming from relationships with franchisees, partners and contractors, revisions to vendor contracts and modifications to projects.

Management apportioned costs to the 2010 financial year according to whether: (1) Construction launched in 2010 was more than 50% complete by 2011, (2) Construction was brought in house in 2010 following budget overruns related to the use of contractors, partners and franchisees, (3) Additional costs incurred for projects delivered in the first quarter of 2011 related to projects launched in 2010, (4) Projects whose costs were higher than budgeted had their foundations laid in 2010.

The retroactive effect of 2010 cost adjustments, as set out in IAS 8 / CPC 23 - Accounting Policies, Changes in Accounting Estimates and Errors, is contained in the below table.

In addition, the following reclassifications were made to better compare the 2011 and 2010 financial statements: (a) Reclassification of deferred income tax and social contribution taxes on tax revenue from an accrual to cash basis, as determined in accordance with the tax regime assumed under the heading "Taxes" in the short and long term, (b) Reclassification of advances for future capital increase under the heading "Investment" (c) Reclassification of the brokerage, the deductions from revenue, under the heading "Selling" (d) Presentation of the balance of net deferred tax, per group of business, (e) Reclassification of balances shown under "Accounts receivable and incorporation services" between short and long term.

 

Table 3 – Reconciliation of 2010 and 2011 Financial Data (R$000)

Consolidated

12/31/2011

 

12/31/2010

Net Income

Equity

 

Net Income

Equity

Preliminary Unaudited 2011 Results and Audited 2010 Results (April 2nd , 2012)

(1.093.163)

2.750.294

 

416.050

3.783.669

           

Adjustments

         

- Relocation of Construction Cost Adjustment 2011 to 2010

168.267

-

 

(168.267)

(168.267)

- Supplementary Provision for Bad Debt

(17.400)

(17.400)

 

-

-

- Taxes

(2.572)

14.200

 

29.024

29.023

           

Audited 2011 Results and Restated 2010 Results (April 9 , 2012)

(944.868)

2.747.094

 

264.565

3.632.172

             

 

9


 

 

 

OPERATIONAL NUMBERS FOR THE GAFISA GROUP   

 

Consolidated Launches

Full-year consolidated launches totaled R$3.5 billion, a 21% decrease compared to 2010, and at the low end of annual guidance of R$3.5 to R$4.0 billion.

 

Throughout the year, 51 projects/phases were launched across 10 states. The Gafisa brand accounted for 61% of launches, AlphaVille comprised 28% and Tenda the remaining 11%.

 

Fourth quarter consolidated launches reached R$582 million, a 62% drop compared to 4Q10, reflecting the implementation of a new strategy.

 

Consolidated Pre-Sales

Full-year consolidated pre-sales totaled R$3.4 billion, a 16% decrease compared to 2010. Sales from inventory represented 38% of the 2011 total, while units launched in 2011 accounted for the remaining 62%. Full-year sales velocity of launches reached 47.2%, or 53.9% ex-Tenda.

 

Fourth quarter pre-sales reached R$338 million, a 73% decline compared to 4Q10. The result is a direct consequence of the change in strategy during the second half. Excluding the dissolution of Tenda contracts no longer qualifying for bank financing, 4Q11 pre-sales would have reached R$557 million.

 

Fourth quarter consolidated sales velocity reached 8.3%, compared to 27.4% in 4Q10. Excluding Tenda, 4Q11 sales velocity was 17.7%, compared to 23.1% in 3Q11 and 26.4% in 4Q10. The result reflects fewer launches during the period.

 

Delivered Projects

The Group delivered 118 projects encompassing 22,679 units (26,868 equals Gafisa plus minority stake) with a potential sales value at company stake of R$3.7 billion during 2011, almost double the number delivered during the previous year.

 

 

 

10


 

 

 


GAFISA SEGMENT 

  

Focuses on residential developments within the upper, upper-middle, and middle-income segments, with unit prices exceeding R$250,000, located in 50 cities across 19 states.

 

Gafisa Segment Launches

 

Full-year launches were stable at R$2.2 billion and included 22 projects/phases across 3 states. São Paulo and Rio de Janeiro, where the Company has robust supply chains and projects demonstrating strong profitability, accounted for more than 95% of launches in 2011. Fourth quarter launches reached R$341 million, a 59% decrease compared to 4Q10. Full-year sales velocity of Gafisa’s launches reached 51.9%, compared to 51.5% in 2010.

 

Nota: O VSO se refere as vendas contratadas sobre a oferta do período correspondente. Neste calculo, consideramos o estoque ajustado para refletir a correção de preço.

 

Table 4 - Gafisa Segment Launches by market region

%Gafisa - R$000

 

4Q11

4Q10

YoY (%)

2011

2010

YoY (%)

Gafisa

São Paulo

340,645

582,269

-41%

1,611,510

1,537,604

5%

 

Rio de Janeiro

-

18,100

0%

557,562

158,953

251%

 

Other

-

223,053

0%

(12,354)

458,766

-103%

 

Total

340,645

823,422

-58.6%

2,156,718

2,155,323

0.1%

 

Units

1,012

2,109

-52%

5,480

5,124

7%

 

Table 5 - Gafisa Segment Launches by unit price

%Gafisa - R$000

 

4Q11

4Q10

YoY(%)

2011

2010

YoY (%)

Gafisa

≤R$500K

297,711

522,007

-43%

1,226,443

1,103,066

11%

 

>R$500K

42,933

301,415

0%

930,274

1,052,257

-12%

 

Total

340,645

823,422

-59%

2,156,718

2,155,323

0.1%

 

Gafisa Segment Pre-Sales

 

Full-year sales totaled R$2.2 billion, a 10% increase compared to the previous year. Sales from inventory represented 40% of the 2011 total, while the remaining 60% came from units launched during the same year. The sales velocity of launches in 2011 was stable at 51.9%, as compared to a rate of 51.5% the previous year. Fourth-quarter sales totaled R$313 million, a 50% decrease compared to 4Q10. The sales speed of Gafisa projects in 4Q11 was 13.4%, compared to 25.1% in 4Q10. The decline reflects the launch of new developments toward the end of the quarter.

                 

Note: The VSO refers contracted sales over the corresponding period of the offer. In this calculation, we consider the stock adjusted to reflect the correct price.

 

Table 6 - Gafisa Segment Sales by market region

%co - R$000

 

4Q11

4Q10

YoY (%)

2011

2010

YoY (%)

Gafisa

São Paulo

231,516

439,456

-47%

1,586,724

1,350,362

18%

 

Rio de Janeiro

76,320

61,282

25%

458,317

220,027

108%

 

Other

5,031

121,294

-96%

135,048

403,928

-67%

 

Total

312,867

622,032

-50%

2,180,088

1,974,317

10%

 

Units

722

1,427

-49%

5,118

4,773

7%

 

Table 7 - Gafisa Segment Sales by unit price – PSV

%co - R$000

 

4Q11

4Q10

YoY (%)

2011

2010

YoY (%)

Gafisa

≤ R$500K

183,769

41,852

339%

1,431,599

1,245,723

15%

 

> R$500K

129,098

203,512

-37%

748,488

728,594

3%

 

Total

312,867

622,032

-50%

2,180,087

1,974,317

10%

 

Table 8 - Gafisa Segment Sales by unit price – Units

%co - R$000

 

4Q11

4Q10

YoY (%)

2011

2010

YoY (%)

Gafisa

≤ R$500K

551

1,195

-54%

4,200

3,741

12%

 

> R$500K

171

232

-26%

917

1,032

-11%

 

Total

722

1,427

-49%

5,118

4,773

7%

 

 

11

 


 

 

 

Gafisa Segment Delivered Projects

Gafisa delivered 34 projects with 5,593 units and an approximate PSV of R$1.9 billion during 2011. The tables below list the products delivered in 2011:

Table 9- Gafisa Segment Delivered projects (2011)

 

 

 

 

 

Company

Project

Delivery

Launch

Local

% co

Units

PSV R$000

Gafisa

Altavistta

Jan-11

Nov-06

Maceio - AL

50%

87

9,907

Gafisa

Evidence

Jan-11

Apr-07

São Paulo - SP

50%

72

32,425

Gafisa

Icaraí Corporate

Feb-11

Dec-06

Niterói - RJ

100%

137

34,940

Gafisa

London Green

Feb-11

Jun-07

Rio de Janeiro - RJ

100%

440

156,856

Gafisa

Vision - Campo Belo

Feb-11

Dec-07

São Paulo - SP

100%

284

87,336

Gafisa

Grand Park - Águas Fase I

Mar-11

Dec-07

São Luis - MA

50%

120

21,851

Gafisa

GrandValley (Jacarepaguá)

Mar-11

Mar-07

Rio de Janeiro - RJ

100%

240

44,014

Gafisa

Grand Park - Árvores Fase I

Apr-11

Dec-07

São Luis - MA

50%

200

29,978

Gafisa

Privilege Residencial

Apr-11

Sep-07

Niterói - RJ

100%

194

44,469

Gafisa

Horizonte

May-11

May-07

Belem - PA

100%

29

21,173

Gafisa

Terraças Tatuapé

May-11

Jun-08

São Paulo - SP

100%

108

48,660

Gafisa

Costa Maggiore Resdidencial Resort

May-11

Jan-08

Cabo Frio - RJ

50%

30

24,052

Gafisa

Magnific

May-11

Mar-08

Goiânia - GO

100%

31

30,458

Gafisa

Bella Vista

May-11

Dec-07

Resende - RJ

100%

116

46,046

Gafisa

Supremo

Jun-11

Aug-07

São Paulo - SP

100%

192

143,634

Gafisa

Nova Petropolis Fase 1

Jul-11

Mar-08

São Bernardo - SP

100%

268

108,479

Gafisa

Brink - Campo Limpo F1

Aug-11

Nov-08

São Paulo - SP

100%

191

46,404

Gafisa

Brink - Campo Limpo F2

Aug-11

Nov-08

São Paulo - SP

100%

95

23,019

Gafisa

Grand Park - Águas Fase II

Aug-11

May-08

São Luis - MA

50%

75

15,051

Gafisa

Grand Park - Árvores Fase II

Aug-11

Jun-08

São Luis - MA

50%

75

12,083

Gafisa

Centro Empresarial Madureira

Aug-11

Mar-09

Rio de Janeiro - RJ

100%

195

24,208

Gafisa

Villagio Panamby - Horto F1

Sep-11

Oct-07

Salvador - BA

50%

90

84,521

Gafisa

Villagio Panamby - Horto F2

Sep-11

Jan-08

Salvador - BA

50%

92

87,807

Gafisa

Carpe Diem Residencial

Sep-11

Mar-08

Niterói - RJ

80%

91

29,461

Gafisa

Acqua Residencial F1/F2

Sep-11

Mar-07

Nova Iguaçu - RJ

100%

452

90,161

Gafisa

Details

Sep-11

Oct-08

São Paulo - SP

100%

38

53,458

Gafisa

Jatiuca Trade Residence - Residencial

Sep-11

Jun-07

Maceió - AL

50%

250

39,546

Gafisa

Enseada das Orquideas

Oct-11

Jun-07

Santos - SP

80%

422

125,721

Gafisa

Dubai NM

Oct-11

Sep-08

São Luis - MA

50%

120

31,888

Gafisa

Celebrare Residencial

Nov-11

Mar-07

Duque de Caxias - RJ

100%

188

35,189

Gafisa

Alegria

Nov-11

Sep-08

Guarulhos - SP

100%

278

78,855

Gafisa

Chácara Sant´anna

Nov-11

Nov-08

São Paulo - SP

50%

70

62,885

Gafisa

Alphaville Barra da Tijuca

Nov-11

Dec-08

Rio de Janeiro - RJ

65%

224

112,616

Gafisa

Mansão Imperial - Fase 1

Dec-11

Oct-08

São Bernardo - SP

100%

100

60,403

Gafisa

 

 

 

 

 

5,593

1,897,551

 

 

12


 

 

 

Projects launched Gafisa Segment

 

The following table displays Gafisa Segment projects launched during 2011:

Table 10 - Gafisa Segment Projects launched during 2011

Projects

Launch Date

Local

% co

Units
(%co)

PSV
(%co)

% sales
30/dec/11

Sales
30/dec/11

1Q11

 

 

 

755

228.302

76%

172.401

Avant Garde

Mar

Santos - SP

100%

168

112.943

94%

105.919

Comercial ICON

Mar

São Gonçalo - RJ

100%

448

70.523

31%

21.681

Alegria - Fase 4

Mar

Guarulhos - SP

100%

139

44.836

100%

44.801

 

 

 

 

 

 

 

 

2Q11

 

 

 

2.589

935.259

73%

679.951

Smart Vila Mascote - Lacedemonia

May

São Paulo - SP

100%

156

66.596

74%

49.061

Alegria - Fase 5

May

Guarulhos - SP

100%

139

47.674

63%

30.033

Prime F2

May

São Luis - MA

50%

74

14.708

31%

4.603

Compra de Participação - IGLOO

Jun

São Paulo - SP

30%

27

10.382

90%

9.392

Smart Maracá

Jun

São Paulo - SP

100%

156

60.919

99%

60.127

Royal - Vila Nova São José QC1

Jun

São José dos Campos - SP

100%

68

41.789

20%

8.496

Vision Anália Franco

Jun

São Paulo - SP

100%

200

84.904

60%

50.662

Station Parada Inglesa (André Campale)

Jun

São Paulo - SP

100%

173

77.662

90%

70.131

Target - Comercial Capenha

Jun

Rio de Janeiro - RJ

60%

549

55.243

54%

29.677

Network Business Tower F1 e F2 (Ceramica Comercial F1 e F2)

Jun

São Caetano - SP

100%

855

311.749

96%

299.577

Mundi Residencial Ceramica – F1

Jun

São Caetano - SP

100%

192

163.633

42%

68.193

 

 

 

 

 

 

 

 

3Q11

 

 

 

1.124

652.512

54%

349.550

Riservatto

Jul

Osasco - SP

100%

174

137.180

57%

78.839

Americas Avenue Consolidado

Aug

Rio de Janeiro - RJ

100%

696

364.109

46%

167.126

Cancelamento Allegro F1

Aug

Natal - RN

85%

-144

-27.062

6%

-1.610

Golden Office

Sep

Jundiai - SP

100%

349

110.597

67%

73.848

Alphaville Barra da Tijuca

Sep

Rio de Janeiro - RJ

65%

49

67.687

46%

31.348

 

 

 

 

 

 

 

 

4Q11

 

 

 

1.012

340.645

31%

104.009

Alpha Green

Nov

São Paulo - SP

100%

561

172.877

15%

26.629

Easy Vila Romana (Faustolo)

Dec

São Paulo - SP

100%

73

42.933

83%

35.764

Fantastique (Angá - F1)

Dec

São Paulo - SP

100%

378

124.834

33%

41.615

Gafisa

 

 

 

5.479

2.156.718

61%

1.305.910

               

 

Note: The VSO refers contracted sales over the corresponding period of the offer. In this calculation, we consider the stock adjusted to reflect the correct price.

 

Table 11 – Gafisa Segment Land Bank

 

PSV - R$million
(%Gafisa)

%Swap
Total

%Swap
Units

%Swap
Financial

Potential units
(%co)

Potential units
(100%)

São Paulo

4.311.210

33,6%

31,4%

2,2%

8.804

7.741

Rio de Janeiro

1.143.860

44,5%

44,5%

0,0%

1.821

1.835

Total

5.455.070

36,2%

34,6%

1,7%

10.625

9.576

 

Table 12 – Gafisa Segment Contracted Sales versus Recognized Net Revenues (R$000)

 

4Q11

3Q11

QoQ

4Q10

YoY

2011

2010

YoY

Contracted Sales

312.867

665.408

-53%

622.032

-50%

2.180.088

1.974.317

10%

Stake (%)

56%

64%

-800 bps

50%

600 bps

63%

68%

-500 bps

Net Revenues

367.551

497.849

-26%

412.411

-11%

1.821.926

1.988.236

-8%

Stake (%)

394%

50%

34436bps

44%

34947bps

62%

53%

852bps

Total Sales Cons

338.415

1.044.650

-68%

1.240.817

-73%

3.452.768

2.903.465

19%

Total Net Rev Cons

93.316

1.005.482

-91%

928.636

-90%

2.940.498

3.720.860

-21%

 

 

13


 

 

 

ALPHAVILLE SEGMENT 

  

Focuses on the sale of residential lots, with unit prices between R$100,000 and R$500,000, and is present in 68 cities across 23 states and in the Federal District

 

AlphaVille Segment Launches

 

Full-year launches totaled R$972 million, a 31% increase over 2010, and included 12 projects/phases across 8 states. AlphaVille accounted for 27% of 2011 launches, up from a 16% share in 2010. AlphaVille is expected to increase its contribution to the Company’s business in future periods as demographic changes and significant investments in the country’s infrastructure make high quality suburban living more common.

 

Fourth quarter launches reached R$344 million, a 79% increase over 4Q10.

 

Table 13- AlphaVille Segment - Launches

%co - R$000

 

4Q11

4Q10

YoY (%)

2011

2010

YoY (%)

Alphaville

 

344,786

192,016

80%

972,385

740,592

31%

 

Total

344,786

192,016

80%

972,385

740,592

31%

 

Units

1,061

1,359

-22%

3,714

3,607

3%

 

Table 14 - AlphaVille Segment - Launches by unit price

%co - R$000

 

4Q11

4Q10

YoY (%)

2011

2010

YoY (%)

Alphaville

≤ R$200K;

13.721

160.312

-91%

227.482

-

 

 

> R$200K; ≤ R$500K

331.065

-

0%

657.466

740.592

-11%

 

> R$500K

-

31.704

-100%

37.437

-

 

 

Total

344.786

192.016

80%

972.385

740.592

31%

               

 

 

AlphaVille Pre-Sales

 

Full-year pre-sales reached R$842 million, a 41% increase compared to 2010. The residential lots segment accounted for 25% of consolidated pre-sales, up from a 15% share the previous year. Sales velocity of launches reached 59.7%. Sales from inventory represented 30% of the 2011 total, while the remaining 70% came from units launched during the  same year.

 

Fourth-quarter sales totaled R$244 million, a 27% increase over 4Q10. The sales speed of AlphaVille projects in 4Q11 remained stable at 30.1%, compared to 31.6% in 4Q10, primarily due to the success of projects launched during the period.

 

             

Note: The VSO refers contracted sales over the corresponding period of the offer. In this calculation, we consider the stock adjusted to reflect the correct.

 

Table 15 - AlphaVille Segment - Sales

%co - R$000

 

4Q11

4Q10

YoY (%)

2011

2010

YoY (%)

Alphaville

 

244.307

192.970

27%

841.991

598.938

41%

 

Total

244.307

192.970

27%

841.991

598.938

41%

 

Units

837

1.173

-29%

3.285

2.905

13%

 

Table 16 - AlphaVille Segment - Sales by unit price - PSV

%Alphaville - R$000

 

4Q11

4Q10

YoY (%)

2011

2010

YoY (%)

Alphaville

≤ R$200K;

25.481

167.035

-85%

226.379

353.104

-36%

 

> R$200K; ≤ R$500K

170.394

23.775

617%

593.990

239.788

148%

 

> R$500K

48.432

2.162

2141%

21.621

6.046

258%

 

Total

244.307

192.971

27%

841.991

598.938

41%

 

Table 17 - AlphaVille Segment - Sales by unit price – Units

%Alphaville – R$000

 

4Q11

4Q10

YoY (%)

2011

2010

YoY ( )

Alphaville

≤ R$200K;

178

1.087

-84%

1.562

2.118

-26%

 

> R$200K; ≤ R$500K

648

84

671%

1.708

807

112%

 

> R$500K

10

2

398%

15

6

14%

 

Total

837

1.173

-29%

3.285

2.931

12%

 

 

14


 

 

 

AlphaVille Segment Delivered Projects

AlphaVille delivered 12 projects with 2,624 units and an approximate PSV of R$3.7 billion during 2011. The delivery date is based on the “delivery meeting” that takes place with customers, and not upon the physical completion, which is prior to the delivery meeting. The tables below list the products delivered in 2011:

 

Table 18 - AlphaVille Segment - Delivered projects (2011)

Company

Project

Delivery

Launch

Local

% co

Units

PSV R$000

Alphaville

Litoral Norte II

Jan-11

Sep-08

Salvador-BA

64%

251

27,790

Alphaville

Terras Alpha Foz do Iguaçú

Mar-11

Dec-09

Foz do iguaçú-PR

74%

292

24,030

Alphaville

Nova Esplanada

May-11

Dec-08

Votorantim-SP

31%

196

39,749

Alphaville

Mossoró (RN)

Jun-11

Dec-08

Mossoró-RN

70%

405

22,804

Alphaville

AlphaVille Manaus II

Sep-11

Jun-08

Manaus - AM

63%

236

34,841

Alphaville

Reserva Burle Max

Sep-11

May-10

Mossoró-RN

100%

2

4,807

Alphaville

Alphaville Barra da Tijuca

Nov-11

Dec-08

Rio de Janeiro - RJ

35%

113

97,062

Alphaville

Alphaville Campina Grande

Dec-11

Sep-09

Mirante Campina Grande - PB

53%

154

29,135

Alphaville

Alphaville Gravataí F2

Dec-11

Dec-09

Gravataí - RS

64%

205

28,040

Alphaville

Alphaville Brasília

Dec-11

Jun-10

Brasília - DF

47%

237

102,150

Alphaville

Alphaville Jacuhy F3

Dec-11

Jun-10

Serra - ES

65%

239

56,336

Alphaville

Alphaville Rio das Ostras F3

Dec-11

Dec-09

Rio das Ostras - RJ

58%

293

62,834

Alphaville

 

 

 

 

 

2,624

529,578

 

Table 19 – AlphaVille Segment - Projects Launched (2011)

Project

Date

Local

% co

Units(%co)

PSV (%co)

%

Sales

 

 

 

 

 

 

 

 

1Q11

 

 

 

849

181.914

78%

142.098

Alphaville Pernambuco

Mar

Duas Unas - PE

83%

457

119.654

71%

85.030

Alphaville Campo Grande

Mar

Campo Grande - MT

66%

391

62.260

92%

57.068

 

 

 

 

       

2Q11

 

 

 

621

95.567

74%

70.456

Terras Alpha Resende - F1

Jun

Resende - RJ

77%

325

49.204

87%

42.958

Terras Alpha Maricá Sta - F1

Jun

Maricá - RJ

48%

296

46.363

59%

27.498

 

 

 

 

       

3Q11

 

 

 

887

350.117

78%

272.388

São José dos Campos F1 F2

Sep

São José dos Campos - SP

57%

574

271.180

91%

246.896

Petrolina F2

Sep

Petrolina - PE

76%

286

41.499

21%

8.912

Barra da Tijuca

Sep

Rio de Janeiro - RJ

35%

26

37.437

44%

16.581

 

 

 

 

       

4Q11

 

   

1.358

344.248

53%

180.851

Alphaville Campina Grande

Dec

Paraíba

53%

84

13.721

24%

3.271

Alphaville Feira de Santana

Dec

Bahia

72%

422

80.802

83%

67.108

Alphaville Manaus 3

Dec

Amazonas

100%

249

65.103

77%

50.302

Alphaville Pernambuco II

Dec

Pernambuco

70%

602

143.832

13%

19.379

Terreno Cajamar

Dec

São Paulo

100%

1

40.790

100%

40.790

AUSA

 

 

 

3.714

971.846

69%

665.792

 

Table 20 – AlphaVille Segment Land Bank

 

PSV - R$million
(%Gafisa)

%Swap
Total

%Swap
Units

%Swap
Financial

Potential units
(%co)

Potential units
(100%)

São Paulo

1.259.533

98,5%

0,0%

98,5%

6.164

12.883

Rio de Janeiro

744.785

100,0%

0,0%

100,0%

4.108

8.560

Other

5.710.229

98,5%

0,0%

98,5%

26.812

42.128

Total

7.714.547

98,7%

0,0%

98,7%

37.085

63.571

 

 

Table 21 – Alphaville Segment  Contracted Sales versus Recognized Net Revenues (R$000)

 

4Q11

3Q11

QoQ

4Q10

YoY

2011

2010

YoY

Contracted Sales

244.307

281.752

-13%

192.970

27%

942.470

598.938

57%

Stake (%)

44%

27%

1700bps

16%

2800bps

27%

21%

600bps

Net Revenues

221.274

175.860

26%

161.016

37%

667.562

445.405

50%

Stake (%)

64%

17%

4622bps

17%

4637bps

21%

12%

893bps

Total Sales Cons.

338.415

1.044.650

-68%

1.240.817

-73%

3.452.768

2.903.465

19%

Total Net Rev Cons

93.316

1.005.482

-91%

928.636

-90%

2.940.498

3.720.860

-21%

 

15


 

 

TENDA SEGMENT                                 

  

Focuses on affordable residential developments, with unit prices between R$80,000 and R$200,000, has 20 regional store fronts, and projects developed in 105 cities across 15 states.

 

Tenda Segment Launches

 

Full-year launches totaled R$398 million, a 75% reduction compared to 2010, and included 17 projects/phases across 8 states and the cancellation in 4Q11 of R$103 million of projects no longer feasible under the Company’s new criteria adopted in the 3Q11. No more than 30% of these projects had been completed.

 

Table 22 - Tenda Segment Launches by market region

%Tenda - R$000

4Q11

4Q10

YoY (%)

2011

2010

YoY (%)

Tenda

São Paulo

-

119.172

-100%

79.427

382.434

-79%

 

Rio de Janeiro

-

40.156

100%

64.743

234.699

72%

 

Minas Gerais

(103.183)

131.196

179%

132.047

336.332

61%

 

Northeast

-

43.975

100%

50.273

234.180

79%

 

Others

-

193.212

-100%

71.243

408.274

-83%

 

Total

(103.183)

527.711

-120%

397,733

1,595,919

-75%

 

Units

(817)

4.275

-119%

3,030

13,502

-78%

 

Table 23 - Tenda Segment Launches per brand by unit price

%Tenda - R$000

4Q11

4Q10

YoY (%)

2011

2010

YoY (%)

Tenda

≤ MCMV

(103,183)

280,509

-137%

202,308

95.477

300%

 

> MCMV

-

247,202

-

195,425

641.149

-70%

 

Total

(103,183)

527,711

-120%

397,733

1.595.919

-75%

 

Tenda Segment Pre-Sales

 

This more conservative approach to Tenda’s operations led to full-year sales of R$330 million, a 77% reduction compared to 2010, in line with the reduced volume of launches. 

 

In keeping with a necessary change in strategy, 4Q11 gross pre-sales within Tenda also fell 55% to R$249 million. Fourth quarter net pre-sales in the low income segment were negative R$219 million, compared to R$426 million in 4Q10.  The difference reflects the dissolution of R$467 million in contracts with potential homeowners who no longer qualified for a bank mortgage due to a change in circumstance, such as lack of financial capacity, increased income, move to dual household income, cessation of employment etc. Consequently, units, which are on average more than 70% complete, will be returned to inventory and eligible for resale to qualified customers. We collected on average a down payment of 6% of the units that will be resold through financial institutions, where according to the PoC, the percentage of the incurred cost of a unit’s value is received upfront. Going forward, pre-sales recognition and the remuneration of Tenda sales force will be based on the ability to pass mortgages on to banks.

 

Note: 1 PoC – Percentage of completion method.

 

Table 24 – Tenda Segment Sales by market region

%Tenda - R$000

4Q11

4Q10

YoY (%)

2011

2010

YoY (%)

Tenda

São Paulo

(25.456)

80.227

-132%

105.015

379.582

-72%

 

Rio de Janeiro

(90.517)

39.338

-330%

(67.505)

194.914

-135%

 

Minas Gerais

(80.715)

91.594

-188%

94.970

271.168

-65%

 

Northeast

(10.954)

78.301

-114%

95.561

266.997

-64%

 

Others

(11.117)

136.354

-108%

102.168

320.465

-68%

 

Total

(218.759)

425.815

-151%

330,210

1,007,310

-77%

 

Units

(2.163)

3.332

-165%

1,441

9,733

-89%

 

Table 25 - Tendas Segment Sales by unit price - PSV

%Tenda - R$000

4Q11

4Q10

YoY (%)

2011

2010

YoY (%)

Tenda

≤ MCMV

(172,415)

234,321

-174%

128,309

941,574

-86%

 

> MCMV

(46,344)

191,493

-124%

201,901

491,551

-59%

 

Total

(218,759)

425,815

-151%

330,210

1,433,125

-77%

               

 

 

16


 

 

 

Table 26- Tendas Segment Sales by unit price – Units

%Tenda - R$000

4Q11

4Q10

YoY (%)

2011

2010

YoY (%)

Tenda

≤ MCMV

(1,800)

2,328

-177%

377

10,456

-96%

 

> MCMV

(364)

1,004

-136%

1,063

2,609

-59%

 

Total

(2,163)

3,332

-165%

1,441

13,065

-89%

 

Tenda Segment Delivered Projects

During the fourth quarter, consolidated Tenda delivered 74 projects/phases, 14,462 units and an approximate PSV of R$1.3 billion. The tables below list the products delivered in 2011:

Table 27 - Tenda Segment Delivered projects (2011)

 

 

 

 

 

Company

Project

Delivery

Launch

Local

% co

Units

PSV R$

Tenda

Residencial Monet

Jan-11

Oct-06

SãoPaulo-SP

100%

60

5,403

Tenda

Arsenal Life ii

Jan-11

Jun-07

SãoGonçalo-RJ

100%

108

7,649

Tenda

Residencial Santa Julia

Feb-11

Sep-07

SãoJosé-SP

100%

260

17,680

Tenda

Residencial Bahamas Life

Feb-11

Apr-08

BeloHorizonte-MG

100%

40

3,576

Tenda

Residencial Salvador Dali

Feb-11

Sep-07

Osasco-SP

100%

100

8,071

Tenda

Residencial Itaquera Life

Feb-11

Jun-07

SãoPaulo-SP

100%

110

10,538

Tenda

Residencial Hildete Teixeira Life f3/f4

Mar-11

Dec-07

Salvador-BA

100%

220

14,740

Tenda

Residencial Horto do Ipe Life

Mar-11

Oct-06

SãoPaulo-SP

100%

180

18,703

Tenda

Residencial São Miguel Life

Mar-11

Jul-07

SãoPaulo-SP

100%

60

4,838

Tenda

Residencial San Pietro Life

Apr-11

Sep-09

Barbacena-MG

100%

172

15,188

Tenda

Residencial Vivendas do Sol iif2

Apr-11

May-08

PortoAlegre-RS

100%

200

11,608

Tenda

Resbologna Lifef1

May-11

May-08

BeloHorizonte-MG

100%

306

23,256

Tenda

Condominio Residencial Clube Garden

May-11

Oct-09

SãoPaulo-SP

100%

192

16,800

Tenda

Res Nicolau Kuhn

May-11

Dec-07

SapucaiadoSul-RS

100%

460

36,340

Tenda

Fit Mariaines

Jun-11

May-09

Goiânia-GO

60%

162

25,330

Tenda

Residencial Aricanduva Life

Jun-11

Jun-07

SãoPaulo-SP

100%

180

18,380

Tenda

Fit Taboao

Jun-11

Dec-07

TaboãodaSerra-SP

100%

374

22,115

Tenda

Bairro Novo Cotia iv

Jun-11

Dec-07

Cotia-SP

100%

368

32,156

Tenda

Residencial Terra Nova i Garden

Jun-11

Mar-08

Goiânia-GO

100%

240

16,320

Tenda

Residencial Sao Francisco Life

Jun-11

Jul-08

BeloHorizonte-MG

100%

80

6,800

Tenda

Residencial Vale do Sol

Jun-11

Mar-07

Guarulhos-SP

100%

69

3,726

Tenda

Residencial Vitoria Regia

Jun-11

Jul-07

Guarulhos-SP

100%

54

2,916

Tenda

Res Camacari Life f1ef2

Jul-11

Dec-07

Camaçari-BA

100%

575

39,675

Tenda

Residencial Itauna Life

Jul-11

Feb-07

SãoGonçalo-RJ

100%

119

8,449

Tenda

Res Jd São Luiz Life f1ef2

Jul-11

Jun-07

SãoPaulo-SP

100%

238

23,986

Tenda

Fit Palladium

Jul-11

Jun-08

Curitiba-PR

100%

228

24,132

Tenda

Res Figueiredo iif2

Jul-11

Jun-08

PortoAlegre-RS

100%

220

15,180

Tenda

Humaita Garden f1ef2

Jul-11

Oct-07

NovaIguaçu-RJ

100%

200

13,000

Tenda

G. Park Pássaros f1

Jul-11

Dec-07

SãoLuiz-MA

50%

160

20,861

Tenda

Residencial Lis Boa

Aug-11

Dec-07

Suzano-SP

100%

266

24,058

Tenda

Residencial Camaçari Duo

Aug-11

Dec-07

Camaçari-BA

100%

464

32,016

Tenda

Residencial Villa Park

Aug-11

Feb-07

SãoPaulo-SP

100%

300

27,774

Tenda

Residencial Portinari Tower

Aug-11

Apr-07

BeloHorizonte-MG

100%

136

12,772

Tenda

Residencial Villa Rica Life

Aug-11

May-08

LaurodeFreitas-BA

100%

220

16,874

Tenda

Residencial Santana Tower

Aug-11

Jan-08

FeiradeSantana-BA

100%

448

36,064

Tenda

Clube Vivaldi

Aug-11

Aug-09

São Paulo - SP

100%

174

14.797

Tenda

Residencial Monte Carlo 1

Aug-11

May-07

Belo Horizonte - MG

100%

112

12.788

Tenda

Residencial Betania Park

Sep-11

Jan-06

Belo Horizonte - MG

100%

204

8.224

Tenda

Residencial Recanto Das Rosas

Sep-11

Sep-09

Ribeirão das Neves - MG

100%

240

20.160

Tenda

Grand Ville Das Artes - Residencial Monet

Sep-11

Nov-09

Lauro de Freitas - BA

100%

380

18.125

Tenda

Residencial Salvador Life I

Sep-11

Feb-08

Salvador - BA

100%

280

19.880

Tenda

Portal Do Sol Life I

Sep-11

Dec-09

Belford Roxo - RJ

100%

64

5.800

Tenda

Portal Do Sol Life Ii

Sep-11

Dec-09

Belford Roxo - RJ

100%

64

5.800

Tenda

Residencial Parque Valença 1b

Sep-11

Dec-07

Campinas - SP

100%

138

8.280

Tenda

Residencial Parque Valença 1c

Sep-11

Dec-07

Campinas - SP

100%

100

6.200

Tenda

Valle Verde Cotia (Bairro Novo Cotia)

Sep-11

Mar-10

Cotia - SP

100%

272

29.562

Tenda

Figueiredo I F1

Sep-11

Jun-08

Porto Alegre - RS

100%

220

15.645

Tenda

Arsenal Life Iii

Sep-11

Jun-07

São Gonçalo - RJ

100%

128

8.922

Tenda

Arsenal Life Iv

Sep-11

Jun-07

São Gonçalo - RJ

100%

128

9.282

Tenda

Pompeia Life

Sep-11

Oct-07

Duque de Caxias - RJ

100%

191

16.346

 

17


 

 

 

Table 27 - Tenda Segment Delivered projects (2011) cont

Company

Project

Delivery

Launch

Local

% co

Units

PSV R$

Tenda

Fit Nova Vida - Taboao His (Fit Taboãozinho)

Sep-11

Oct-08

Taboão da Serra - SP

100%

137

7.271

Tenda

Residencial Vila Olimpia Life

Sep-11

Dec-07

Feira de Santana - BA

100%

160

27.821

Tenda

Città Itapoan

Oct-11

Oct-08

Salvadaor - BA

50%

187

26.978

Tenda

Residencial Betim Life Ii

Oct-11

Oct-07

Betim - MG

100%

128

8.064

Tenda

Fit Mirante Do Sol

Oct-11

Jan-08

Ribeirão Preto - SP

100%

342

39.012

Tenda

Fit Parque Da Lagoinha

Oct-11

Jun-08

Ribeirão Preto - SP

75%

159

17.123

Tenda

Residencial Jardim Das Azaleias

Oct-11

May-07

Contagem - MG

100%

43

3.440

Tenda

Residencial Jardim Das Jabuticaba

Oct-11

Apr-07

Contagem - MG

100%

69

5.624

Tenda

Residencial Reserva Dos Pássaros Bloco 4

Nov-11

Oct-06

São Paulo - SP

100%

68

37.084

Tenda

Fit Novo Osasco

Nov-11

Dec-08

Osasco - SP

100%

296

29.106

Tenda

Grand Ville Das Artes - Residencial Matisse

Nov-11

May-10

Lauro de Freitas - BA

100%

100

8.957

Tenda

Grand Ville Das Artes - Residencial Matisse

Nov-11

Jan-10

Lauro de Freitas - BA

100%

120

10.805

Tenda

Grand Ville Das Artes - Residencial Matisse

Nov-11

Jan-10

Lauro de Freitas - BA

100%

60

5.403

Tenda

Grand Ville Das Artes - Residencial Matisse

Nov-11

Mar-10

Lauro de Freitas - BA

100%

120

10.073

Tenda

Residencial Jardim Atlântico Fase 1 2 3

Nov-11

Dec-07

Camaçari - BA

100%

352

41.952

Tenda

Residencial Villa Esplendore

Nov-11

Jan-07

Mogi das Cruzes - SP

100%

137

10.771

Tenda

Grand Park Passaros

Dec-11

Jun-08

São Luiz - MA

50%

80

10.478

Tenda

Residencial Jardim Atlântico (Fase 4 E 5)

Dec-11

Dec-07

Camaçari - BA

100%

256

41.952

Tenda

Residencial Bosque Das Palmeiras

Dec-11

Sep-09

Recife - PE

100%

144

10.768

Tenda

Fit Planalto

Dec-11

Apr-10

Osasco - SP

100%

472

52.341

Tenda

Colina Verde

Dec-11

May-08

São Paulo - SP

100%

200

15.000

Tenda

Residencial Turim

Dec-11

Nov-06

São Paulo - SP

100%

56

6.743

Tenda

Residencial Vila Olimpia Life F1

Dec-11

Dec-07

Feira de Santana - BA

100%

272

27.821

Tenda

Residencial Recanto Das Rosas

Dec-11

Sep-09

Ribeirão das Neves - MG

100%

240

20.160

Total

 

 

 

 

 

14.462

1.291.528

               

 

Tenda Segment Operations

Since June we have witnessed an acceleration in the number of units contracted by financial institutions, which is in part likely due to the addition of a new CEF unit dedicated to major homebuilders. In 4Q11, Tenda contracted 2,487 units with financial institutions. This improvement resulted in the delivery of 14,076 units in 2011. Transferred units totaled 2,863 units in 4Q11 (10,985 in 2011). In 2012, we expect to transfer an increased number of units.

Table 28– Tenda Segment Land Bank (2011)

 

PSV - R$million
(%Gafisa)

%Swap
Total

%Swap
Units

%Swap
Financial

Potential units
(%Gafisa)

Potential units
(100%)

São Paulo

2.179.520

32,2%

31,3%

0,9%

15.963

17.287

Rio de Janeiro

1.099.039

18,9%

18,9%

0,0%

12.800

12.841

Nordeste

418.487

0,0%

0,0%

0,0%

3.700

3.700

Minas Gerais

738.429

51,8%

28,5%

23,3%

6.075

6.243

Total

4.435.475

32,3%

26,4%

5,9%

38.538

40.071

 

Table 29 – Tenda Segment Projects Launched (2011)

Project

Date

Local

% co

Units (%co)

PSV (%co)

%

Sales

1Q11

 

 

 

 

 

 

 

Parque Lumiere

Jan

São Paulo - SP

100%

100

11,220

100%

11,172

Araçagy F3

Jan

Paço do Lumiar - MA

50%

186

24,865

98%

24,320

Parma Life

Jan

Belo Horizonte - MG

100%

60

8,884

109%

9,709

Parque Arvoredo F3

Mar

Curitiba - PR

100%

210

46,378

71%

32,948

Piemonte

Mar

Santa Luzia - MG

100%

94

11,042

56%

6,227

2Q11

 

 

 

 

 

 

 

Lopes Trovão

Apr

Canoas - RS

100%

188

38,938

32%

12,388

Montes Claros

May

Belo Horizonte - MG

100%

300

30,602

35%

10,862

Cheverny F2

May

Goiânia - GO

100%

96

13,638

49%

6,688

Cheverny F3

May

Goiânia - GO

100%

96

13,638

41%

5,566

Vale Verde Cotia - Fase 7

May

Cotia - SP

100%

80

9,200

91%

8,374

Porto Fino

Jun

Santa Luzia - MG

100%

224

25,228

47%

11,913

Vila Das Flores

Jun

Salvador-BA

100%

460

50,273

20%

10,101

Residencial Atenas

Jun

Rio de Janeiro-RJ

100%

260

30,288

28%

8,436

Bosque Dos Palmares

Jun

Nova Iguaçu -RJ

100%

352

34,454

19%

6,560

3Q11

 

 

 

 

 

 

 

Vista Flamboyant F2

Aug

SJ dos Campos -SP

100%

132

20,069

90%

18,082

Cheverny F4 + F5

Sep

Goiânia - GO

100%

192

29,016

17%

4,844

Total Tenda

 

 

 

3.030

397.733

57%

227.490

 

18


 

 

 

Table 30 – Tenda Segment  Contracted Sales versus Recognized Net Revenues (R$000)

 

4Q11

3Q11

QoQ

4Q10

YoY

2011

2010

YoY

Contracted Sales

-218.759

97.490

-324%

425.815

-151%

330.210

330.210

0%

Stake (%)

0%

9%

-900 bps

34%

-3400 bps

10%

11%

-100 bps

Net Revenues

-100.596

331.773

-130%

355.209

-128%

845.921

1.287.219

-34%

Stake (%)

-29%

33%

-6196 bps

38%

-6721 bps

26%

35%

-9811 bps

Total Contracted Sales

338.415

1.044.650

-68%

1.240.817

-73%

3.452.768

2.903.465

19%

Total Net Revenues

347.335

1.005.490

-65%

928.637

-63%

3.194.525

3.720.860

-14%

 

INCOME STATEMENT 

Revenues

On a consolidated basis, 2011 net revenues totaled R$2.9 billion, a 14% decline from 2010. During 2011, the Gafisa brand accounted for 62% of net revenues, AlphaVille comprised 23% and Tenda the remaining 15%. The below table presents detailed information about pre-sales and recognized revenues by launch year:

Table 31 –Contracted Sales versus Recognized Net Revenues (R$000)

 

4Q11

3Q11

QoQ

4Q10

YoY

2011

2010

YoY

Gafisa Segment

 

 

 

 

 

 

 

 

 

Net Revenues

367.551

497.849

-26%

412.411

-11%

1.821.926

1.988.236

-8%

Stake (%)

394%

50%

34436 bps

44%

34947 bps

62%

53%

852 bps

Alphaville Segment 

Net Revenues

226.310

175.860

26%

161.016

37%

672.599

445.405

51%

Stake (%)

243%

17%

4622bps

17%

4637bps

23%

12%

1090 bps

Tenda Segment 

Net Revenues

(500.545)

331.773

-130%

355.209

-128%

445.973

1.287.219

-34%

Stake (%)

-536%

33%

4622bps

38%

4637bps

15%

35%

-1943bps

Total Net Revenues

93.316

1.005.482

-91%

928.636

-90%

2.940.498

3.720.860

-21%

 

Gross Profit

On a consolidated basis, 2011 gross profit totaled R$262 million, a decrease of 72% over 2010, mainly due to budget review deviation.

Table 32 – Capitalized Interest

 

 

 

(R$million) Consolidated

4Q11

3Q11

4Q10

Opening balance

177.494

154.964

115.323

Capitalized interest

56.566

61.633

88.591

Interest capitalized to COGS

-29.177

-39.103

-57.370

Closing balance

204.883

177.494

146.544

Selling, General, And Administrative Expenses (SG&A)

2011 SG&A expenses totaled R$645 million, a 28% increase on the R$503 million in expenses posted in 2010. Selling expenses increased 47% to R$393 million mainly due to the provision for doubtful debts, of R$87 million recorded as additional expenses. Excluding these amounts, selling expenses totaled R$124 million in 2011, a 15% increase over 2010. Administrative expenses reached R$251.5 million, a 6% increase over the R$237 million posted in 2010, which is below inflation - IPCA 6,5% in the same period.

Table 33 - Sales and G&A Expenses  

(R$'000) Consolidated

4Q11

3Q11

QoQ

4Q10

YoY

2011

2010

YoY

Selling expenses

211.407

68.298

210%

82.568

156%

393.181

266.660

47%

G&A expenses

75.051

59.711

26%

64.894

16%

251.458

236.754

6%

Selling exp. (ex. Adj.)

124.093

68.298

82%

82.568

50%

305.867

266.660

15%

SG&A

286.458

128.009

124%

147.462

94%

644.639

503.414

28%

 

Other Operating Results

In 2011, other operating expenses of R$137 million, reflected a negative impact of R$96 million, primarily due to a write-down in expenses related to a downward evaluation of land bank, as a result of the reduced geographic focus at Gafisa. The Company does not intend to develop projects in those areas in the near term, which resulted in a significant drop in prices. One option would be to sell these non-core tracts of land.

 

19


 

 

 

Adjusted EBITDA

2011 adjusted EBITDA totaled - R$338 million, lower than the R$579 million posted in 2010. The lower EBITDA margin is mainly a result of the substantial revenue reversals in 2011.

Table 34 - Adjusted EBITDA [checar numerous]

 

 

 

(R$'000) Consolidated

2011

2010

YoY

Net Profit (Loss)

(944,867)

264,565

nm

(+) Financial result

159,904

82,117

95%

(+) Income taxes

142,360

22,128

543%

(+) Depreciation and Amortization

83,427

33,816

147%

(+) Capitalized Interest Expenses

163,577

138,996

18%

(+) Stock option plan expenses

17,284

12,924

34%

(+)Non recurring expenses / Minority shareholders

39,678

24,670

61%

Adjusted EBITDA

(338,637)

579,215

nm

Net Revenue

2,940,498

3,401,492

-14%

Adjusted EBITDA margin

-11,5%

17,0%

nm

       

Note: We adjust our EBITDA for expenses associated with stock option plans, as this is a non-cash expense .

Depreciation And Amortization

Depreciation and amortization in 2011 was R$83 million, an increase of R$50 million when compared to the R$34 million recorded in 2010, mainly due to higher showroom depreciation.

Financial Results

Net financial expenses totaled R$160 million in 2011, compared to net financial expenses of R$82 million in 2010 as a result of a higher level of leverage. The difference is mainly due to the decrease in financial revenues of 27% and to 20% increase in financial expenses.

Taxes

Income taxes, social contribution and deferred taxes for 2011 amounted to - R$157 million, compared to - R$23 million in 2010. As there would be no Deferred Income Tax to recognize, in view of the total impairment over the deferred assets. For tax purposes, the losses are not deductible for taxpayers using the completed contract method.

Adjusted Net Income

The adjustments mentioned related to costs and expenses which when coupled with higher interest payments, had a direct impact on the company's profitability, resulting in a net loss in 4Q11 of R$945 million compared to a net profit of R$265 million in the same period of 2010.

Backlog Of Revenues And Results

The backlog of results to be recognized under the PoC method reached R$1.56 billion in 4Q11, 1.2% higher than R$1.54 billion in the 4Q10 and 10% lower than the R$1.74 billion posted in 3Q11. The consolidated margin for the quarter was 34.5%, lower than the 38.9% in 4Q10 and 392 bps lower than the 38.9% posted in the 3Q11, mainly as a result of budget cost revisions and lower results to be recognized. As the results of the backlog are kept off-balance sheet, lower margins will be recognized over the next quarters. The table below shows the backlog margin by segment:

 

Table 35 - Results to be recognized (REF)

 

Gafisa

Tenda

Alphaville

Gafisa Group

Gafisa Group ex- Tenda

Back log of Results

2.530

1.316

670

4.516

3.200

Costs to be incurred (units sold)

(1.664)

(978)

(315)

(2.957)

(1.979)

Results to be Recognized

866

338

355

1.559

1.221

Backlog Margin

34,2%

25,7%

53,0%

34,5%

38,2%

Note: Revenues to be recognized are net of PIS/Cofins (3.65%); excludes the AVP method introduced by Law nº 11,638

 

20


 

 

 

 

BALANCE SHEET 

Cash and Cash Equivalents

On December 31, 2011, cash and cash equivalents reached R$984 million. We believe our cash position is sufficient to execute our development plans, and we see no need to increase this current level.

 Accounts Receivable

At the end of 4Q11, total accounts receivable decreased by 10% to R$9.5 billion, from R$10.6 billion in 3Q11 and R$9.2 billion in the 4Q10. The decline in receivables was mainly attributed to a significant increase in customer dissolutions, as client receivables return to the inventory. The provisions for bad debts and potencial dissolutios, of R$120 million in 2011, (R$53 million in 2010), is related to the portion of sales at Tenda that the management expect to become uncollectible throughout the next months.

 

Table 36 - Total receivables

 

 

 

 

 

(R$000) Consolidated

4Q11

3Q11

QoQ

4Q10

YoY

Receivables from developments – LT (off balance sheet)

4.686.158

4.697.756

0%

4.112.697

14%

Receivables from PoC – ST (on balance sheet)

3.962.575

4.002.213

-1%

3.843.615

3%

Receivables from PoC – LT (on balance sheet)

863.874

1.867.970

-54%

1.247.265

-31%

Total

9.512.607

10.567.939

-10%

9.203.577

3%

Notes: ST – Short term | LT- Long term | PoC – Percentage of Completion Method

Receivables from developments: accounts receivable not yet recognized according to PoC and BRGAAP

Receivables from PoC: accounts receivable already recognized according to PoC and BRGAP

 

 

Inventory

Table 37 – Inventory (Balance Sheet at cost)

(R$000) Consolidated

4Q11

3Q11

QoQ

4Q10

YoY

Land

1.249.413

1.173.105

6,5%

837.510

49,2%

Units under construction

1.582.890

1.035.090

52,9%

956.733

65,4%

Completed units

119.339

339.183

-64,8%

272.923

-56,3%

Total

2.951.642

2.547.378

15,9%

2.067.166

42,8%

 

Inventory at market value excluding the units of projects cancelled affecting 4,736 Tenda customers and including the impact of contract dissolutions, totaled R$3.5 billion in 4Q11, which is in line with the R$3.4 billion registered in 3Q11. On a consolidated basis, our inventory is at a level of 10 months of sales based on LTM sales figures.

At the end of 4Q11, 8.0% of the total inventory reflected finished units. We continue to focus on reducing finished inventory primarily concentrated under the Gafisa brand which represents 46% of total finished inventory of R$352 million.

 

Table 38 - Inventories per completion status  

Company

Not started

Up to 30% constructed

30% to 70% constructed

More than 70% constructed

Finished units¹

Total 4Q11

Gafisa

708.193

278.728

457.971

411.143

162.592

2.018.627

AlphaVille

0

214.192

142.935

89.503

120.655

567.285

Tenda

124.004

217.894

241.457

280.446

68.702

932.503

Total

832.196

710.814

842.363

781.092

351.949

3.518.415

Note: Adjusted by cancellations and dissolutions. ¹Completed units (at market value): value adjusted according to incurred costs, but already delivered to customers (general meeting with customers). Given the same accounting criteria, the value would be R$186.4 million.

Q-o-Q (4Q11 compared to 3Q11) consolidated inventory at market value was stable, or increased 3% ex-Tenda. The market value of Gafisa inventory was stable at R$2.0 billion at the end of 4Q11. The market value of AlphaVille inventory totaled R$567 million at the end of 4Q11, a 15.3% increase compared to the end of 3Q11. The improvement reflects the launch of two new developments toward the end of the quarter, allowing insufficient time for sales collection. Tenda inventory was valued at R$932.5 million at the end of 4Q11, a 4.1% decrease compared to the R$972.4 million in end of 3Q11, mainly due to the cancellations mentioned above.

Table 39 - Inventory at Market Value 4Q11 x 3Q11

 

Inventories BoP

Launches

Pre-Sales

Price Adjust + Other

Inventories EoP

% QoQ

VSO

Gafisa

2.018.371

340.645

312.867

(27.522)

2.018.627

0,0%

13.4%

Alphaville

491.922

344.786

244.307

(25.117)

567.285

15,3%

30.1%

Total ex-Tenda

2.510.293

685.431

557.174

-52.638

2.585.912

3,0%

17.7%

Tenda

972.436

(103.183)

(218.759)

(155.509)

932.503

-4,1%

-30.6%

Total

3.482.730

582.247

338.415

(208.147)

3.518.415

1,0%

8.8%

Note: 1) BoP beginning of the period – 3Q11. 2)  EoP end of the period – 4Q11.  3) % Change  4Q11 versus 3Q11.   4)  4Q11 sales velocity 5) The R$103million refer to the cancellation of a project at Tenda, which will be re-launched in the future.

 

21


 

 

 

Liquidity

As of December 31, 2011, Gafisa had a cash position of R$984 million. On the same date, Gafisa’s debt and obligations to investors totaled R$4.2 billion, resulting in net debt and obligations of R$3.2 billion. The net debt and investor obligations to equity and minorities ratio was 118% compared to 75.3% in 3Q11, due to R$200 million cash burn in the fourth quarter, excluding the cash dividend payment of R$98.8 million. Excluding project finance, this net debt/equity ratio reached 45%.

Gafisa’s cash position and liquidity are sufficient to execute our development plans. Gafisa’s current debt maturity structure includes 29% of the total debt due within one year. We expect positive operating cash flow of between R$500 – R$700 million in 2012 to deleverage Company. Gafisa has additional receivables (from units already delivered) of more than R$500 million available for securitization and R$351 million of finished units in inventory. On the next page, we also highlight our current debt covenants ratios.

Currently we have access to a total of R$1.5 billion in construction finance lines contracted with banks and R$1.4 billion in lines in the process of approval. Also, Gafisa has in R$2.2 billion construction finance lines of credit available for future developments. The following tables provide information on our debt position:

 

Table 40 - Indebtedness and Investor obligations

 

 

Type of obligation (R$000)

4Q11

3Q11

QoQ

4Q10

YoY

Debentures - FGTS (project finance)

 

1.297.966

1.246.413

4%

1.211.304

7%

Debentures - Working Capital

601.234

700.596

-14%

668.627

-10%

Project financing (SFH)

684.642

598.712

14%

745.707

-8%

Working capital

1.171.967

849.406

38%

661.797

77%

Total consolidated debt

3.755.810

3.398.729

11%

3.287.435

14%

Consolidated cash and availabilities

983.660

912.359

8%

1.201.148

-18%

Investor Obligations

451.254

460.000

-2%

380.000

19%

Net debt and investor obligations

3.245.336

2.946.370

10%

2.466.287

32%

Equity + Minority Shareholders

2.732.894

3.912.587

-30%

3.783.669

-28%

(Net debt + Obligations) / (Equity + Noncontrolling interests)

118%

75,3%

4264bps

65,2%

5277bps

(Net debt + Ob.) / (Eq + Min.) - Exc. Proj Fin (SFH + FGTS)

45,4%

28,1%

1726bps

13,5%

3194bps

           

 

Table 41 - Debt maturity

 

 

 

 

 

(R$million)

Average Cost (p.a.)

Total

Until Dec/12

Until Dec/13

Until Dec/14

Until Dec/15

After Dec/15

Debentures - FGTS (proj. finance)

TR + (8.22% - 10.20%)

1.297.966

167.568

519.187

553.702

3.351

54.159

Debentures - Working Capital

CDI + (0.72% - 1.95%)

601.234

150.309

120.247

270.555

48.099

12.025

Project Financing (SFH)

TR + (8.30% - 12.68%)

684.642

287.550

136.928

74.763

92.016

93.385

Working Capital

CDI + (1.30% - 2.55%)

1.171.967

480.506

351.590

138.225

192.203

9.443

Total consolidated debt

11.82%

3.755.810

1.085.932

1.127.952

1.037.245

335.669

169.012

Investors Obligations

CDI + (0.235% - 1.00%) / IGPM +7.25%

451.254

143.852

145.070

142.710

11.179

8.441

Total consolidated debt

 

4.207.062

1.229.784

1.273.022

1.179.955

346.848

177.453

% Total

 

100%

29,2%

30,3%

28,0%

8,2%

4,2%

 

22


 

 

 

Debt Covenants

Following the modification of certain debt covenants, per the agreement with debt holders, Gafisa avoided triggering covenants and remained in compliance with all debt covenants.

 

Covenant Ratios

Table 42 - Debenture covenants - 7th emission / 8th  

 

4Q11

(Total receivables + Finished units) / (Total debt - Cash - project debt) >2 or <0

14.3x

(Total debt - SFH debt - Cash) / Equity ≤  75%

31.8%

New Covenant = Total receivables + Revenues to be recognized + Inventory of finished units / Net debt + Obligations related to construction + costs to be incurred > 1,5

1.73x

 

 

Table 43 - Debenture covenants - 5th emission (R$250 million)

 

 

4Q11

New Covenant = (Total debt – Project Finance debt - Cash) / Equity ≤  75%

31.8%

New Covenant = (Total receivables + Finished units) / (Total debt) ≥  2.2x

2.6x

Note: Covenant status on December 31, 2011

   

 

OUTLOOK 

With the introduction of a new strategy and organizational structure, Gafisa is already making progress toward achieving its 2012 guidance. Launches for 2012 are expected to be between R$2.7 and R$3.3 billion, reflecting a new more targeted regional focus and the deliberate slowdown of the Tenda business. Gafisa should represent 50%, Tenda 10% and AlphaVille 40% of launches. For the first quarter of 2012, the Gafisa Group launched R$450 million.

 

The Gafisa Group plans to deliver between 22,000 and 26,000 units in 2012 broken down by 30% Gafisa, 50% Tenda and 20% AlphaVille. During the first quarter of 2012, the Company delivered 6,000 units and transferred 2,500 Tenda units to financial institutions.

 

Finally, the Company expects to generate between R$ 500 million and R$700 million in operating cash flow for the full year of 2012. At March 31, 2012, the Company had approximately R$900 million in cash and cash equivalents. The key drivers of cash flow generation include: (i) our ability to deliver units at Gafisa; (ii) the transfer of Tenda units to financial institutions; (iii) the sale of inventory; (iv) the securitization of receivables; (v) the sale of non-strategic land and; (vi) the delivery of consistent returns by sharing or selling risk on certain projects which have more variable margins. The staff of each business unit are fully committed and focused on the implementation and execution of the above-mentioned objectives. We will keep our shareholders abreast of this progress by providing semi-annual operating milestones to chart our progress.

 

 

23


 

 

 

APPENDIX 

The following table illustrates the financial completion of construction in progress and the related revenue recognized (R$000) during the fourth quarter ended on December 31, 2011.

Table 44. Status of the financial completion of the construction in progress – Gafisa Segment

Company

Project

Construction status

% Sold

Revenues recognized

 

 

4Q11

3Q11

4Q11

3Q11

4Q11

3Q11

Gafisa

Network Business Tower F2

19%

0%

99%

0%

20.169

0

Gafisa

Mont Blanc

98%

100%

89%

66%

19.820

5.652

Gafisa

London Ville

59%

47%

99%

85%

12.523

7.981

Gafisa

Vision Anália Franco

28%

1%

62%

57%

12.079

0

Gafisa

Vistta Laguna

43%

31%

87%

82%

10.451

12.769

Gafisa

Vision Brooklin

85%

77%

100%

100%

9.651

14.864

Gafisa

Vistta Santana

96%

91%

100%

98%

9.481

13.313

Gafisa

Patio Mondrian - Spe

70%

61%

86%

85%

9.173

10.505

Gafisa

Acqua Residencial

100%

100%

93%

88%

8.841

7.849

Gafisa

Central Life Club F2

40%

30%

100%

98%

8.757

3.924

Gafisa

Alphaville Barra Da Tijuca

100%

100%

85%

82%

8.126

27.754

Gafisa

Vittà F1

38%

25%

99%

99%

7.386

3.285

Gafisa

Vittà F2

38%

25%

100%

100%

6.685

2.862

Gafisa

Mansão Imperial - Fase 2b

93%

93%

100%

88%

5.614

13.268

Gafisa

Paulista Corporate

95%

92%

100%

100%

4.641

6.098

Gafisa

Stellato

30%

27%

70%

67%

4.625

5.454

Gafisa

Parque Morumbi

78%

68%

72%

68%

4.597

1.943

Gafisa

Alegria F3

64%

58%

95%

90%

4.415

2.840

Gafisa

Alegria - Fase 3a

39%

34%

97%

85%

4.302

3.757

Gafisa

Mosaico - Spe

86%

78%

100%

100%

3.826

6.354

Gafisa

Global Offices

70%

62%

98%

94%

3.779

5.825

Gafisa

Pátio Condomínio Clube - Harmony

62%

50%

72%

68%

3.772

2.919

Gafisa

Colours

30%

24%

83%

83%

3.770

4.510

Gafisa

Jardins Da Barra - Lote2

49%

34%

100%

100%

3.679

3.695

Gafisa

Pq Barueri Cond. Clube F2b

19%

11%

78%

71%

3.557

2.016

Gafisa

Pátio Condomínio Clube - Kelvin

60%

48%

75%

72%

3.492

3.024

Gafisa

Jd Das Orquideas

49%

34%

98%

99%

3.482

2.383

Gafisa

Condessa

36%

33%

83%

84%

3.091

4.979

Gafisa

Mansão Imperial - F1

94%

94%

92%

86%

3.067

6.271

Gafisa

Network Business Tower F1

16%

14%

99%

100%

3.066

3.729

Gafisa

Igloo Alphaville

84%

80%

97%

97%

3.005

4.296

Gafisa

Others

 

 

 

 

13.735

94.262

Gafisa

 

---

---

---

---

226.657

288.379

               

 

Table 45. Status of the financial completion of the construction in progress – Tenda Segment

Company

Project

Construction status

% Sold

Revenues recognized (R$000)

 

 

4Q11

3Q11

4Q11

3Q11

4Q11

3Q11

Tenda

 

---

---

---

---

-100.597

335.299

               

 

24


 

 

 

Table 46. Status of the financial completion of the construction in progress – AlphaVille Segment

Company

Project

Construction status

% Sold

Revenues recognized (R$000)

 

 

4Q11

3Q11

4Q11

3Q11

4Q11

3Q11

Alphaville

Terreno Cajamar

100%

0%

100%

0%

43.785

0

Alphaville

São José Dos Campos

13%

6%

87%

78%

17.933

13.234

Alphaville

Alphaville Teresina

77%

66%

99%

100%

14.516

18.197

Alphaville

Alphaville Ribeirão Preto F1

92%

81%

95%

94%

12.766

14.346

Alphaville

Alphaville Campo Grande II

53%

37%

99%

95%

10.767

9.290

Alphaville

Alphaville Belém F1

52%

38%

93%

94%

9.560

7.038

Alphaville

Alphaville Pernambuco / Duas Unas

36%

26%

73%

72%

9.005

3.532

Alphaville

Alphaville Brasília 2 Resid./Comercial

100%

81%

86%

87%

7.851

7.821

Alphaville

Terras Alpha Petrolina

79%

65%

96%

97%

7.625

8.752

Alphaville

AlphaVille Porto Alegre

67%

63%

88%

87%

6.287

11.921

Alphaville

Terras Alpha Resende

26%

11%

91%

88%

6.223

2.777

Alphaville

AlphaVille Campina Grande

100%

82%

68%

59%

5.945

5.022

Alphaville

Terras Alpha Foz do Iguaçu 2

81%

56%

42%

32%

5.673

3.395

Alphaville

Alphaville Ribeirão Preto F2

91%

80%

38%

31%

5.646

3.617

Alphaville

Alphaville Porto Velho

42%

31%

40%

41%

5.608

6.257

Alphaville

Alphaville Belém F2

52%

38%

60%

61%

5.113

4.377

Alphaville

AlphaVille Barra da Tijuca

100%

100%

85%

83%

4.689

15.704

Alphaville

Manaus 3

9%

0%

77%

0%

4.265

0

Alphaville

Alphaville Jacuhy F3

100%

78%

24%

21%

3.794

3.300

Alphaville

Alphaville Burle Marx

100%

100%

81%

77%

3.502

4.135

Alphaville

AlphaVille Rio Costa do Sol F3

97%

93%

94%

94%

3.531

4.916

Alphaville

Alphaville Granja Viana

97%

91%

99%

99%

2.955

1.679

Alphaville

Alphaville Gravataí 2

100%

91%

71%

67%

2.495

2.292

Alphaville

Alphaville Piracicaba

100%

97%

94%

94%

2.297

1.398

Alphaville

Housing Costa do Sol

84%

85%

81%

76%

2.081

1.485

Alphaville

AlphaVille Votorantim

100%

99%

100%

98%

1.390

1.597

Alphaville

Alphaville Pernambuco/Duas UnasF2

6%

0%

18%

0%

1.038

0

Alphaville

Terras Alpha Foz do Iguaçu

100%

98%

97%

96%

915

610

Alphaville

AlphaVille Manaus II

100%

98%

99%

99%

749

1.558

Alphaville

Feira de Santana

1%

0%

85%

0%

580

0

Alphaville

Alphaville Rio Costa do Sol

100%

100%

100%

100%

419

1.551

Alphaville

Alphaville Gravataí

100%

100%

94%

94%

421

618

Alphaville

AlphaVIlle Costa do Sol F2

100%

100%

100%

100%

416

813

Alphaville

Alphaville Litoral Norte

100%

100%

100%

100%

311

476

Alphaville

AlphaVille Mossoró F2

100%

98%

37%

36%

270

668

Alphaville

Living Solutions Porto Alegre

28%

24%

18%

18%

262

632

Alphaville

Alphaville Maringá 2

100%

100%

100%

100%

212

5.074

Alphaville

Alphaville Jacuhy

100%

100%

91%

91%

147

1.038

Alphaville

Others

 

 

 

 

7.442

1.826

Alphaville

 

---

---

---

---

218.485

163.010

               

 

 

Table 47. Status of the financial completion of the construction in progress – Consolidated date

Company

Project

Construction status

% Sold

Revenues recognized (R$000)

 

 

4Q11

3Q11

4Q11

3Q11

4Q11

3Q11

Total

 

---

---

---

---

344.545

786.688

               

 

25


 

 

 

CONSOLIDATED INCOME STATEMENT

R$000

4Q11

3Q11

QoQ

4Q10

YoY

2011

2010

YoY

Net Operating Revenue

93.316

1.005.490

-91%

593.055

-84%

2.940.506

3.403.050

-14%

Operating Costs

-531.712

-708.614

-25%

-476.764

12%

-2.678.338

-2.460.918

9%

Gross profit

-438.396

296.876

-248%

116.291

-477%

262.168

942.132

-72%

Operating Expenses

 

 

 

 

 

 

 

 

Selling Expenses

-211.408

-68.298

210%

-82.567

156%

-393.181

-266.660

47%

General and Administrative Expenses

-75.051

-59.711

26%

-64.894

16%

-251.458

-236.754

6%

Other Operating Revenues / Expenses

-107.002

-10.395

929%

-781

13601%

-137.025

-12.173

1026%

Depreciation and Amortization

-26.454

-21.855

21%

-6.492

307%

-83.428

-33.816

147%

Operating results

-858.311

136.617

-728%

-38.443

2133%

-865.092

-549.403

57%

 

 

 

 

 

 

 

 

 

Financial Income

20.784

31.619

-34%

26.810

-22%

92.973

128.085

-27%

Financial Expenses

-62.702

-89.740

-30%

-28.387

121%

-252.876

-210.202

20%

 

 

 

 

 

 

 

 

 

Income Before Taxes on Income

-900.229

78.496

-1247%

-40.020

2149%

-762.827

310.612

-346%

 

 

 

 

 

 

 

 

 

Deferred Taxes

-79.747

-5.858

1261%

17.355

-560%

-69.155

-10.294

572%

Income Tax and Social Contribution

-35.508

-17.958

98%

15.550

-328%

-73.207

-11.834

519%

 

 

 

 

 

 

 

 

 

Income After Taxes on Income

-1.015.484

54.680

-1957%

-7.115

14172%

-905.189

288.484

-414%

 

 

 

 

 

 

 

 

 

Minority Shareholders

-14.420

-8.463

70%

-7.008

106%

-39.679

-23.919

66%

 

 

 

 

 

 

 

 

 

Net Income

-1.029.904

46.217

-2328%

-14.123

7192%

-944.868

264.565

-457%

Note: The Income Statement reflects the impact of IFRS adoption, also for 2010.

 

26


 

 

 

CONSOLIDATED BALANCE SHEET 

 

4Q11

3Q11

QoQ

4Q10

YoY

Current Assets

 

 

 

 

 

Cash and cash equivalents

983.660

912.359

8%

1.201.148

-18%

Receivables from clients

3.962.574

4.002.213

-1%

3.704.709

7%

Properties for sale

2.049.084

2.130.661

-4%

1.707.892

20%

Other accounts receivable

60.378

146.461

-59%

103.109

-41%

Deferred selling expenses

84.207

30.493

nm

75.196

nm

Prepaid expenses

73.532

13.599

441%

21.216

247%

Properties for sale

93.188

-

nm

-

nm

Financial Instruments

7.735

-

nm

-

nm

 

7.314.358

7.235.786

1%

6.813.270

7%

Long-term Assets

 

 

 

 

 

Receivables from clients

863.874

1.867.969

-54%

1.247.265

-31%

Properties for sale

798.206

416.717

92%

498.180

60%

Deferred taxes

-

353.212

-100%

-

nm

Other

247.909

215.695

15%

191.270

30%

 

1.909.989

2.853.593

-33%

1.936.715

-1%

Investments

282.277

294.429

-4%

290.806

-3%

 

 

 

 

 

 

Total Assets

9.506.624

10.383.808

-8%

9.040.791

5%

 

 

 

 

 

 

Current Liabilities

 

 

 

 

 

Loans and financing

843.283

475.969

77%

797.903

6%

Debentures

292.260

206.336

42%

26.532

1002%

Debentures¹ - Reclassification default

1.595.961

 

 

-

 

Obligations for purchase of land and advances from clients

610.555

469.642

30%

420.199

45%

Materials and service suppliers

135.720

185.185

-27%

190.461

-29%

Taxes and contributions

250.578

291.649

-14%

230.888

9%

Other

1.087.582

180.055

504%

338.949

221%

 

4.815.939

2.162.513

123%

2.004.932

140%

Long-term Liabilities

 

 

 

 

 

Loans and financings

721.067

975.751

-26%

612.275

18%

Debentures

-

1.740.673

-100%

1.853.399

-100%

Obligations for purchase of land

177.135

194.654

-9%

177.860

0%

Deferred taxes

83.002

401.071

-79%

13.847

499%

Provision for contingencies

134.914

123.950

9%

124.537

8%

Obligation for investors

253.390

312.000

-19%

380.000

-33%

Other

574.083

560.609

2%

241.768

137%

 

1.943.591

4.308.708

-55%

3.403.686

-43%

Shareholders' Equity

 

 

 

 

 

Capital

2.734.157

2.734.155

0%

2.729.198

0%

Treasury shares

(1.731)

(1.731)

0%

(1.731)

0%

Capital reserves

18.066

267.159

-93%

295.879

-94%

Revenue reserves

-

741.212

-100%

547.403

-100%

Retained earnings/accumulated losses

(102.019)

85.036

-220%

-

nm

Non controlling interests

98.621

86.756

14%

61.423

61%

 

2.747.094

3.912.587

-30%

3.632.172

-24%

Liabilities and Shareholders' Equity

9.506.624

10.383.808

-8%

9.040.790

5%

Note: ¹ Following the modification of certain debt covenants, per the agreement with debt holders,Gafisa’  short-term debt and long-term debt classification will be reclassified to the LongTerm in the 1Q12, in compliance with all debt covenants.

 

 

27


 

 

GLOSSARY 

Affordable Entry Level

Residential units targeted to the mid-low and low income segments with prices below R$200 thousand per unit.

Backlog of Results

As a result of the Percentage of Completion Method of recognizing revenues, we recognize revenues and expenses over a multi-year period for each residential unit we sell. Our backlog of results represents revenues minus costs that will be incurred in future periods from past sales.

Backlog of Revenues

As a result of the Percentage of Completion Method of recognizing revenues, we recognize revenues over a multi-year period for each residential unit we sell. Our backlog represents revenues that will be incurred in future periods from past sales.

Backlog Margin

Equals to “Backlog of Results” divided “Backlog of Revenues” to be recognized in future periods.

Land Bank

Land that Gafisa holds for future development paid either in Cash or through swap agreements. Each decision to acquire land is analyzed by our investment committee and approved by our Board of Directors.

LOT (Urbanized Lots)

Land subdivisions, or lots, with prices ranging from R$150 to R$600 per square meter

PoC Method

Under Brazilian GAAP, real estate development revenues, costs and related expenses are recognized using the percentage-of-completion (“PoC”) method of accounting by measuring progress towards completion in terms of actual costs incurred versus total budgeted expenditures for each stage of a development.

Pre-sales

Contracted pre-sales are the aggregate amount of sales resulting from all agreements for the sale of units entered into during a certain period, including new units and units in inventory. Contracted pre-sales will be recorded as revenue as construction progresses (PoC method). There is no definition of "contracted pre-sales'' under Brazilian GAAP.

PSV

Potential Sales Value.

SFH Funds

Funds from SFH are originated from the Governance Severance Indemnity Fund for Employees (FGTS) and from savings accounts deposits. Banks are required to invest 65% of the total savings accounts balance in the housing sector, either to final customers or developers, at lower interest rates than the private market.

Swap Agreements

A system in which we grant the land-owner a certain number of units to be built on the land or a percentage of the proceeds from the sale of units in such development in exchange for the land. By acquiring land through this system, we intend to reduce our cash requirements and increase our returns.

 

ABOUT GAFISA 

Gafisa is a leading diversified national homebuilder serving all demographic segments of the Brazilian market. Established over 57 years ago, we have completed and sold more than 1,000 developments and built more than 12 million square meters of housing only under Gafisa’s brand, more than any other residential development company in Brazil. Recognized as one of the foremost professionally managed homebuilders, "Gafisa" is also one of the most respected and best-known brands in the real estate market, recognized among potential homebuyers, brokers, lenders, landowners, competitors, and investors for its quality, consistency, and professionalism. Our pre-eminent brands include Tenda, serving the affordable/entry level housing segment, and Gafisa and AlphaVille, which offer a variety of residential options to the mid to higher-income segments. Gafisa S.A. is traded on the Novo Mercado of the BM&FBOVESPA (BOVESPA:GFSA3) and on the New York Stock Exchange (NYSE:GFA).

Investor Relations  Media Relations (Brazil) 
Luciana Doria Wilson  Débora Mari 
Website: www.gafisa.com.br/ir  Máquina da Notícia Comunicação Integrada 
Phone: +55 11 3025-9297 / 9242 / 9305  Phone: +55 11 3147-7412 
Fax: +55 11 3025-9348  Fax: +55 11 3147-7900 
Email: ri@gafisa.com.br  E-mail: debora.mari@maquina.inf.br 
 

This release contains forward-looking statements relating to the prospects of the business, estimates for operating and financial results, and those related to growth prospects of Gafisa. These are merely projections and, as such, are based exclusively on the expectations of management concerning the future of the business and its continued access to capital to fund the Company’s business plan. Such forward-looking statements depend, substantially, on changes in market conditions, government regulations, competitive pressures, the performance of the Brazilian economy and the industry, among other factors; therefore, they are subject to change without prior notice.

 

The fou rth quarter financial statements were prepared and are being presented in accordance with the accounting practices adopted in Brazil (“Brazilian GAAP”), required for the years ended December 31, 2009. Therefore, they do not consider the early adoption of the technical pronouncements issued by CPC in 2009, approved by the Federal Accounting Council (“CFC”), required beginning on January 1, 2010. On November 10, 2009 the CVM, issued the deliberation nº 603 changed by deliberation nº 626, which provides the option for listed Companies to present 2010 quarterly information based on accounting practices in force at December 31, 2009.

 

 

28


SIGNATURE

 
 
Pursuant to the requirements of the Securities Exchange Act of 1934, the registrant has duly caused this report to be signed on its behalf by the undersigned, thereunto duly authorized.
Date: April 10, 2012
 
Gafisa S.A.
 
By:
/s/ Alceu Duílio Calciolari

 
Name:   Alceu Duílio Calciolari
Title:     Chief Executive Officer and Investor Relations Officer