Convenção SECOVI SP 2011

São Paulo Real Estate Week official opening will happen on Friday, September 16th, with the presence
of Central Bank President, Mr. Alexandre Tombini. Accreditation for the event starts at 12pm and the
ceremony starts at 12:30pm. Please make your registration by clicking here.

Enjoy a remarkable programme with very interesting subjects

9/18/2011 - Sunday

7:30 AM to 05:00 PM

TECHNICAL VISIT: RIVIERA DE SAO LOURENÇO *foreign guests only*
Registration: 7:30 AM

The Riviera is the largest urban development project of the Brazilian coast. This is a truly innovative urban development concept. Extensive planning made it possible to create a place where comfort and respect for the environment go hand in hand.

Coordinators:
Alexandre Martins - Member of Secovi NE - New Entrepreneurs

Angelo Amaral - Member of Secovi NE - New Entrepreneurs

Carlos Alberto Campilongo Camargo - Director of Secovi-SP

Fernando Prando - Member of Secovi NE - New Entrepreneurs

Luiza Camargo - Member of Secovi NE - New Entrepreneurs

Luiz Carlos Pereira de Almeida - Member of the Secovi-SP Advisory Board of Secovi-SP; formerly World President of Fiabci- the International Federation of Real Estate Professions and Fiabc/Brasil

Milton Bigucci Jr. - Member of Secovi NE - New Entrepreneurs

Orlando de Almeida Neto - Assistant Coordinator of Secovi NE - New Entrepreneurs

9:00 AM to 2:00 PM

TECHNICAL VISIT: A WALK AROUND THE HISTORIC PART OF DOWNTOWN SAO PAULO *foreign guests only*
Departure: Secovi Headquarters (ground floor)
Registration: 8:00 AM

São Paulo is the largest city in the Southern Hemisphere and one of the oldest of Brazil. The Brazilian Chapter [# 111] of IREM^® has organized an amazing walk through the historical center of Sao Paulo, a walk accompanied by a highly qualified guide, so that no detail or curiosity goes unnoticed. Take part in this event and get to know a city like you have never seen before.

Coordinator:
Fernanda Pereira Lisboa - IREM Brazilian Chapter [#111] President - Institute of Real State Management

Monitor:
Professor Doutor Paulo Assunção - Post-Doctorate in Iberian History at the École des Haute Etudes en Sciences Sociales (EHESS) Paris (France); Doctor in Economic and Social History at the Universidade Nova de Lisboa (Portugal) and Doctor in Social History at the Universidade de São Paulo

Route:
Igreja do Carmo [Church of Carmo], Rua do Carmo, Igreja de Nossa Senhora da Boa Morte [Church of Our Lady of Good Death], Capela de Santa Luzia [Santa Luzia Chapel], Praça João Mendes [João Mendes Square], Stop at Padaria Santa Tereza [St. Teresa Bakery], Igreja de São Gonçalo [Church of St. Gonçalo], Catedral da Sé [Sé Cathedral], Casa da Marquesa [Marchioness?House], Pátio do Colégio [Schoolyard], Igreja de São Bento [ St. Benedict's Church], Museu Anchieta [Anchieta Museum], Corner of Rua São Bento [São Bento Street] and Av São João [St. John Ave.]; Praça do Patriarca [Patriarch's Square]; Largo São Francisco [St. Francis' Square]

9/19/2011 - Monday

10:00 AM to 12:15 PM	OFFICIAL OPENING simultaneous interpretation Speaker: João Crestana - President of Secovi-SP and IIC/CBIC ? Real Estate Industry Commission of the Brazilian Construction Industry Chamber and Dean of the Secovi University
02:00 PM to 5:00 PM	VISITS: NOVA LUZ PROJECT AND CIDADE JARDIM foreign guests only NOVA LUZ PROJECT PRESENTATION Nova Luz is an innovative urban redevelopment project that the Sao Paulo City Government will complete in 2011. The redevelopment shall encompass, among other actions, the recovery of historic buildings, the establishment of wooded and leisure areas, the renovation of common spaces, in addition to the improvement of the region's urban environment. 02:15 PM to 03:30 PM - DEPARTURE FOR THE VISIT TO THE NOVA LUZ PROJECT: Representante da Secretaria Municipal de Desenvolvimento Urbano de São Paulo Speaker and Monitor: Luiz Oliveira Ramos - São Paulo City Government VISIT TO CIDADE JARDIM The Cidade Jardim Park Project has allocated 55,000 sq. m. of its 72,000 sq m area to a large nature preserve. For each building, there are more than 2,000 sq m of gardens, where 107 18 m tall Imperial Palm trees were planted, in addition to 300 other trees of different species. There are nine residential buildings, all with different facades, each with their own garages and access, fully independent; in addition there is an underground level for services. Visits Coordinators: Alexandre Martins - Member of Secovi NE - New Entrepreneurs Angelo Amaral - Member of Secovi NE - New Entrepreneurs Fernando Prando - Member of Secovi NE - New Entrepreneurs Luiza Camargo - Member of Secovi NE - New Entrepreneurs Milton Bigucci Jr. - Member of Secovi NE - New Entrepreneurs Orlando de Almeida Neto - Assistant Coordinator of Secovi NE - New Entrepreneurs
02:15 PM to 03:30 PM	SUSTAINABILITY-RELATED BEHAVIORS AND INDICATORS IN THE REAL-ESTATE SECTOR Two previously unpublished studies geared towards businesses and cities, put together by the CBCS (Brazilian Council for Sustainable Construction) and by the Fundaçao Dom Cabral, respectively, definitely put this panel on the radar screen for professionals and entrepreneurs with a firm position in the present and a vision for the future. Coordinator: Ciro Scopel - Secovi-SP Vice President for Sustainability Palestrantes: Carlos Leite - Architect and Professor at the Mackenzie Presbyterian University and Fundaçao Dom Cabral Diana Csillag - Director, CBCS - Brazilian Sustainable Construction Committee Marcelo Vespoli Takãoka - Director, CBCS - Brazilian Sustainable Construction Committee Sustainable Enterprise Case Study
02:15 PM to 03:30 PM	2014 WORLD CUP-RELATED OPPORTUNITIES São Paulo is one of the host cities of the 2014 FIFA World Cup. We are focusing on the challenge of highlighting the city's business profile and organizing large events in it, in addition to the possibility of generating investments. The Panel also shows the ways to reconcile the desire to meet the event's requirements and the real estate-related opportunities, as poinpointed by the IREM^® Brazilian Chapter's [# 111] Research Group . Coordinator: Caio Sergio Calfat Jacob - Secovi SP Tourism and Hospitality Real State Center Coordinator Speaker: Guilherme Ribeiro - Secovi SP Retail Leasing Director - Property Management and Leasing Vice President's Office - Secovi University Instructor
02:15 PM to 03:30 PM	MINI-COURSE: DEEDS REGISTRY CERTIFICATES The mini-course encompasses, among other issues: Deeds Registry Certificates and Information; Transcript and Registry Certificates; Types of Deeds; What are the situations in which the certificate of good standing must be requested, to prove that the property is free from liens and encumbrances? What is a full text certificate? Title search; Electronic Certificate Validation Requirements. Privacy and right to intimacy and Deeds Registry Certificates. Instructor: Flauzilino Araújo dos Santos - 1st Land Registry Official of Sao Paulo - 1st Land Registry Office of Sao Paulo - President of ARISP - Associaçao dos Registradores Imobiliários de Sao Paulo [Sao Paulo Land Registry Officials Association]
02:30 PM to 03:30 PM	HOW WILL PRIVATE BANKS GROW WITHIN THE NEXT FEW YEARS? The domestic banking system showed its strength in the second half of 2008, when most banks in the U.S. and Europe experienced severe liquidity-related difficulties. Part of this strength is due to the implementation of Basel 2, which enabled Brazilian institutions to achieve enviable indicators. The Basel 2 agreement will come into force in 2012. It will require that larger banks have more equity for their leverage. In addition Law # 12.414, which has established the Positive Record, shall be sanctioned. These two events are due to change, to a large extent, the breakdown of the bank assets; they are also likely to spur competition between private banks. To enable the audience to understand the future of the domestic banking system, the Panel shall brings one of its leading authorities, Roberto Setubal, the president of the country's biggest private bank. His presentation might show the guidelines of the manner in which financial institutions will operate in the near future. Coordinator: Celso Petrucci - Secovi-SP Chief Economist and Director; CNC - National Confederation of Commerce Deputy - in the FGTS Board of Trustees Speaker: Roberto Setúbal - President of Banco Itáu
02:15 PM to 03:30 PM	MINI-COURSE: GENERATION Y AND THE REAL ESTATE MARKET: MEMBERS OF THE NEW GENERATION AS CONSUMERS AND AS EMPLOYEES This short course will cover the following topics: 1) History of the generations; 2) Generation Y's profile; 3) Members of Generation Y as consumers; 4) Generation Y at the workplace; 5) Generational conflict; 6) The generation and the real estate market: insights and trends Instructor: Eduardo Terra - Managing Director of UBS and teacher at Graduate and MBA programs
03:00 PM to 06:30 PM	THE GRANTING OF ORDINANCES FOR THE ESTABLISHMENT OF SUBDIVISIONS AND GATED COMMUNITIES - ISSUES WITHIN THE SECTOR AND GOVERNMENT AGENCIES The Panel aims to initiate a process of continuous interaction with state and local government agencies, aiming to enhance and expedite the procedures for the granting of ordinances. We aim to show the issues that both entrepreneurs and the public sector have to deal with and that must be eliminated so that subdivisions and gated communities can be established. Such establishment must take place with volume, quality and sustainability. In other words, they must "meet the needs of present generations without compromising the ability to meet the needs of future generations." MUNICIPAL GOVERNMENT AGENCIES Coordinator: Caio Portugal - Secovi-SP Vice President for Sustainable Urban Development and President of AELO - Urban Developers Association Speakers: Alair Roberto de Godoy - Campinas Municipal Secretary for Urban Planning and Development Marco Antonio Bengla Mestre - Sorocaba Housing and Urban Planning Division (SEHAB) - Head of the Ground Allocation Office Pedro José Botani - Director of Parsolo - Sao Paulo City Housing Department - Ground Allocation Office Sinésio Scarabello Filho - Jundiaí City Public Works Secretary STATE GOVERNMENT AGENCIES Coordinator: Lair Alberto Soares Krähenbühl - Presidente da Consurb S/A Speakers: Célia Poeta – Technical Support Department Manager - Environmental Management and Ordinances Office - Cetesb Headwaters Area Protection - São Paulo State Environmental Protection Agency Otávio Costa Rodrigues – Sabesp Engineer - São Paulo State Water and Sanitation Company Renata Inês Ramos - Engenheira Agrônoma da Cetesb - Companhia Ambiental do Estado de São Paulo
03:45 PM to 05:00 PM	REAL ESTATE SECTOR - THE IMPORTANCE OF INDUSTRIAL AREAS RECOVERY The real estate sector, using modern engineering techniques, is presented as a tool to recover environmentally damaged areas left behind when the industrial sector migrated from urban areas. Manufacturing companies are leaving the cities. They are leaving a legacy of environmentally damaged areas, as a result of their activities. The real estate sector may well recover these areas - provided the ordinances for new projects are regularly issued - thus giving back environmentally clean areas to the city, which is, in fact, a highly responsible attitude. Coordinator: Eduardo Della Manna - Director - Secovi - SP Legislative Affairs and Metropolitan Urban Planning Vice-President's Office Speakers: José Carlos Puoli - Coordinator - SindusCon-SP Legal Office - São Paulo State Construction Company's Association José Francisco Heitzmann Júnior - Director-President of Umwelt Consultoria Ltda.
03:45 PM to 05:00 PM	LEGAL ISSUES ASSOCIATED TO PMCMV - PROGRAMA MINHA CASA, MINHA VIDA [MY HOUSE, MY LIFE PROGRAM] The panel presents the most important legal issues involving the federal government's housing program known as MInha Casa, Minha Vida [My House, My Life]. Coordinator: Ricardo Nacim Saad – Secovi-SP Legal Office Coordinator Speaker: Marcelo Terra - Secovi-SP Legal Office Vice-Coordinator
04:00 PM to 05:15 PM	Mini-course - Marketing on the Internet It aims at guiding the entrepreneur in using the internet as a marketing tool to widen sales, conquer new markets and increase the company’s competitiveness. Instructor: Beatriz Cristina Micheletto - Expert Marketing Consultant / SEBRAE-SP
04:00 PM to 05:15 PM	PRACTICAL CASE CRM FOR REAL ESTATE SYNDICATORS – HOW CAN A REAL ESTATE SYNDICATOR CREATE AND IMPLEMENT A PROJECT OF RELATIONSHIP WITH ITS CUSTOMERS THROUGH A CRM SYSTEM Some real estate syndicators have already realized that investing in the relationship with their customers may bring surprising results. In order to offer a quality service it is necessary to define intelligent processes, capacitate people and implement information systems to support the business processes and control the operation. In this mini-course we will present a practical case of implementation of a CRM project for a real estate syndicator, providing a clear vision of the objectives and activities needed, contemplating the business processes, the people and information systems. Speaker: Fábio Zarvos – Director of Snap System
05:15 PM to 06:30 PM	THE REAL ESTATE DEVELOPMENT PROCESS AND ITS COMPLEXITY Didactic presentation about the way real estate development venture works, encompassing the various stages, the timing and the red tape, especially in the city of São Paulo. Coordinator: Celso Petrucci - Secovi-SP Chief Economist and Director - Deputy for CNC - Confederaçao Nacional do Comércio - [Nationwide Trade Confederation] in the FGTS [Indemnity Fund] Board of Trustees Speaker Ely Wertheim - Secovi-SP Vice President for Development and Urban Areas Comments on the Presentation: Carlos Del Mar - Secovi-SP Legal Ofice
05:15 PM to 06:30 PM	SOCIAL MEDIA AND REAL STATE MARKETING The new digital era is a revolution in terms of technological, economic and social trends. Its highlights are the community feeling, participation and sharing, the underpinning of the new Web - the Internet's next generation. We're talking about a society in which social media have an impressive opinion-making power. The general public no longer waits for information; it creates information. Over 52% of consumers in social media have already interacted with brands in these environments and 80% of people trust their friends' recommendations. . The panel shows how to use these tools in the real estate sector. Coordinator: Robert William Velásquez Salvador – Secovi NE Assistant Coordinator - New Entrepreneurs Speaker: Gil Giardelli - Gaia Creative's CEO - Teacher at ESPM (Escola Superior de Propaganda e Marketing) Graduate and MBA programs
05:30 PM to 06:45 PM	MINI-COURSE SEBRAE: HOW TO ATTRACT, CONQUER AND KEEP CUSTOMERS It aims at guiding the entrepreneur in using Customer Relationship Tools, making use of smart actions to elevate the level of sales through marketing actions which privilege the company’s most active customers. Instructor: Lais Exel Bisordi - Expert Marketing Consultant / SEBRAE-SP
07:30 PM to 09:00 PM	SPECIAL PRESENTATION: DISNEY'S APPROACH TO BUSINESS EXCELLENCE simultaneous interpretation You will become acquainted with simple ideas that cost nothing but provide motivational feedback, customer satisfaction and ensure brand loyalty. From the CEO to janitors, learn how employee commitment, in terms of details and day-to-day attitudes, has an effect on the company's bottom line. Seek inspiration in the formula that has made the Walt Disney Company a successful organization for nearly 80 years. Coordinator: Hamilton de França Leite Júnior - Secovi-SP - Director - Vice President's Office for Sustainability

9/20/2011 - Tuesday

	INTERNATIONAL URBAN PLANNING FORUM Mobility and Urbanism: Integrating planning, land use and policy for improved urban mobility. The International Urban Forum, held this year in partnership with ITDP (Institute for Transportation and Development Policy) addresses the question of efficient and accessible transportation, which is one of the greatest challenges faced by contemporary cities. Solutions to this challenge require the integration of urban land use planning and public policy in addition to transport planning in order to improve both the functionality and quality of life in cities. Experts from Brazil and around the world present their experiences and ideas about the planning and implementation of transport, models of occupation, and policy, to confront the urban mobility challenge. They will cover a broad range of concepts relevant to those from the public and private sectors who are interested in transforming and improving the urban environment.
9:00 AM to 10:40 AM	Transit Oriented Development (TOD) and Intelligent Parking Policy simultaneous interpretation Successful transportation planning requires integration with land use planning and policy. Transit Oriented Development(TOD) is a system of mixed land use, public transport hubs, and high quality public spaces for pedestrians and cyclists. Intelligent parking reevaluates parking policy to better use valuable land and generate revenue, while disincentivising use of cars in favor of public transport. Forum Opening: Claudio Bernardes – Secovi-SP Vice President and Secovi University Assistant Dean. Speaker: David Fields, AICP - Principal-In-Charge of Nelson\Nygaard, New York. David Fields is an urban planner specializing in TOD and parking management. He has 16 years of experience with transport planning working both in government and as a consultant. His work focuses helping communities fulfill their goals by providing various modes of transport and implementing effective parking policies.
10:55 AM to 12:00 PM	Public Transport Systems and the World Cup simultaneous interpretation In Brazil, many cities are planning new systems of Bus Rapid Transit (BRT) for the FIFA World Cup in 2014. BRT is a high quality bus system of dedicated bus lanes, pre boarding payment, level boarding, and excellent pedestrian and cyclist access. Johannesburg in South Africa implemented the “Rea Vaya” BRT system for the 2010 World Cup. What can Brazilian cities learn from the successes and challenges of their experience? Coordinator: Renato Boareto - Instituto da Energia e o Meio Ambiente (IEMA) Speakers: Jacques Van Zijl –Representative of the City of Johannesburg Wagner Colombini Martins – President, Logit Is the founder and President of LOGIT, a transportation consultancy for more than 20 years. Wagner is a civil engineer with a Masters Degree in Transportation planning, and a specialist in transportation planning project management. As well as working on mobility and logistics projects in Brazil, he has worked internationally, including Mexico, Colombia, and South Africa.
01:30 PM to 02:00 PM	Cyclists, Pedestrians and Public Transport – the Bogota Experiencesimultaneous interpretation By prioritizing pedestrians, cyclists, and public transport, including the state of the art BRT system Transmilenio, Bogota has transformed itself into a more accessible, equitable city with improved quality of life and reduced greenhouse gas emissions. This new system of urban mobility has made it a reference point for sustainable urban mobility in Latin America, and around the world. Coordinator: Marcelo Cardinale Branco - Sao Paulo City Government – Secretary of Transportation Speaker Manuel Oliveira - Director of the Clinton Climate Initiative (CCI), Bogota Manuel Oliveira was the Secretary for the Environment for the City of Bogota during the mayoralty of the internationally renowned former Mayor, Enrique Penalosa. This period is recognized as significant in the process of transformation of Bogota into an city famous for its accessibility for pedestrians, cyclists, and public transport users.
02:55 PM to 04:55 PM	Public Private Partnerships (PPPs) as instruments for urban renovation and mobility simultaneous interpretation Public Private Partnerships (PPPs) can be valuable instruments for developing high quality and financially viable transportation, commercial, and residential developments. With the integration of public planning and private finance, there are great opportunities for sustainable city development that can lead to urban renewal and improved mobility. Coordinator: Domingos Pires de Oliveira Dias Neto - São Paulo City Government Urban Development Deputy Secretary - Director, SP Urbanismo Speakers: Daniel Hernandez - Managing Director, Planning Practice, Jonathan Rose Companies, New York Director of the Jonathan Rose Companies Planning Practice, has over 20 years of experience as a real estate developer and planner. His career in the governmental, non-profit and for-profit sectors represents his commitment to community development, city building, environmental responsibility, and transformational planning through public private partnerships and civic engagement. Oren Tatcher - Architect, Director of OTC Limited, Hong Kong Work has included planning and design of intermodal stations in various countries in North America, Asia and the Middle East. In addition, he has worked in Hong Kong and China promoting good practices in urban design, heritage preservation, and sustainable transport development.
05:10 PM to 06:15 PM	“Live, Work, and Play” – Cities at the human scale simultaneous interpretation “Live, work and play” refers to cities with successful mixed-use development. This land use pattern enables people to live, work, and conduct leisure activities within more compact area, reducing the need for frequent car trips, and thereby improving urban mobility. To create this type of environment, it is necessary to start by considering the city environment from the perspective of people, at the human scale. Coordinator: Guy Perry - President of In-Vi Speaker: David Sim - Architect, Director of Gehl Architects, Copenhagen Is renowned as an inspiring educator and lecturer, and has taught at architecture and design schools all over the world. His main area of work at Gehl Architects is master-planning and urban design, collaborating with other professionals in the planning and building process, applying Jan Gehl’s theories to large-scale projects.
06:15 PM to 06:45 PM	AWARD CEREMONY - WE ARE THE CITIES CONTEST - "PROPOSALS FOR THE SAO PAULO OF 2030" simultaneous interpretation
09:00 AM to 10:15 AM	LARGE GATED COMMUNITIES - MIXED USE CLUBS AND HOUSING DEVELOPMENTS- (MULTIPLE USE): CHALLENGES AND OPPORTUNITIES FOR MANAGING REAL ESTATE PROPERTIES THAT CALL FOR COMPLEX OPERATIONS Planning, development, implementation and operation of activities that require specialized consultancies and cross-functional teams. . Analysis from the standpoint of real-estate developers and "facilities" operations management. Opportunities to enhance and recognize the value of the professionals involved: how management companies can get ready to meet the demands of this niche market. Coordinator: Fernanda Pereira Lisboa - IREM Brazilian Chapter [#111] President - Institute of Real Estate Management Speakers: Marcos Maran - Electrical Engineer and Maintenance, Utilities and Works Manager - Cenesp - Centro Empresarial de Sao Paulo [Sao Paulo Business Center] Ramiro Alves de Moura - Membro IREM, Diretor de Comercial de Condomínios e Implantações da Robotton Master
09:00 AM to 12:30 PM	TRC - TRANSNATIONAL REFERRAL CERTIFICATION(International Course) simultaneous interpretation TRC is a three-and-a-half-hour long course which, in addition to presenting good referral techniques with regards to potential buyers in a partnership sale, enables the participants to use the WorldProperties.com website tools to promote their properties and also for referral purposes. Become a TRC international partner. Enter your name, photograph, email and other data on the website. Once you appear in the partner's list, you will increase your visibility among 3.5 million professionals worldwide. Instructor: Thijs Stoffer (Netherlands) - CEO of ICREA - International Consortium of Real Estate Associations Monitor: Laerte José Tadeu Temple - Superintendent Director, Secovi University
10:30 AM to 11:45 AM	ALTERNATIVE SOLUTIONS OF FUNDING AND INVESTMENT FOR RESIDENTIAL REAL ESTATE PROJECTS The residential real estate market keeps growing strongly. Alternative solutions of funding by capital market instruments, like securitization and real estate funds, make the new frontier for the raise of the required resources to support such growth, replicating the developed economies trends. Speakers: Marcelo Michaluá - managing partner at RB Capital Regis Dallagnese - managing partner at RB Capital
10:30 AM to 11:45 AM	SECOVI REAL ESTATE NETWORK Become familiar with the Secovi Real Estate Network's latest developments
11:00 AM to 12:15 PM	RISK MANAGEMENT Risk Management presents a new way of thinking about the sustainable success of organizations. It uses universal language and, among other benefits: it increases the likelihood of achieving the business' goals; it encourages proactive management, improves the identification of opportunities and threats, enhances stakeholders' confidence, improves loss prevention and enhances the organization's resilience. Coordinator: Marcia Taques - Membro da vice-presidência de Desenvolvimento - NE (Novos Empreendedores) Speaker: Francesco De Cicco - QSP Executive Director - Center for Quality, Safety and Productivity in Brazil and Latin America
12:30 PM to 01:30 PM	Mini-course: PROPERTY SOURCING - MAPPING OF OPPORTUNITIES The aim of this short course is to enable sales professionals to develop their ability to source properties, using the best tools not only within the real-state office but mainly through active practices. Instructor: Ana Virginia Pontes Carnaúba - Regional Superintendent - Real Estate Development - Camargo Correa Desenvolvimento Imobiliário
12:30 PM to 01:30 PM	Mini-course: THE SUCCESSFUL SALE OF READY-TO-MOVE-IN PROPERTIES The sales process begins in the property sourcing phase. In order to work with Dedicated Sales Management and to source properties successfully, you must be thoroughly familiar with the marked you work with so as to be able to provide security, peace of mind, rapid-reaction, proper promotion and to make sure the property's value will be enhanced. Learn how to do this by attending this short course. Instructor: Ricardo Carazzai Áreas - General Director, Fernandez Mera Imóveis Prontos [Fernandes Mera Ready-to-Move-in- Properties]
12:30 PM to 01:30 PM	Mini-course: CONSULTANCY SALES: THE NEW REAL-ESTATE AGENT'S PROFILE The consultancy sales theme, widely talked about by the sales professionals worldwide, is reinvented all the time. The creation of wealth for the client, the care that must be exercised throughout the sale, while interacting with other target audiences that have a bearing on the buying process, and the correct establishment of what is being sold (advantages or benefits) are issues that are intertwined with the theory. This lecture's main point deals with the ways to approach these issues in actual practice. Instructor: Charles John Szulcsewski - Graduate Studies Academic Coordinator at ESPM (Escola Superior de Propaganda e Marketing)
02:15 PM to 03:30 PM	ARTICLES OF INCORPORATION: CONTROVERSIAL ISSUES IN THE PREPARATION OF GATED COMMUNITIES AND CO-OPS BY-LAWS AND SUB-DIVISIONS ASSOCIATIONS ARTICLES OF INCORPORATION, AND THEIR EFFECT ON MANAGEMENT Since management has different requirements, similar communities (co-ops, gated communities and subdivisions) have to deal with standards and legislation that present differences in their rights and obligations with regard to community dwellers and associates. The panel provides guidance so that the participants can establish the best type of articles of incorporation or by-laws; the goal is to establish the best standards that may assist the entities in their quest for effective, balanced, dynamic and participatory shared management. Coordinator: Mariângela Iamonde Machado - Associations Director for Gated Communities, for Secovi-SP Vice-President's Office for Real-State and Gated Communities Management - Secovi University Instructor - Lello Condomínios Subdivision Associations Sector Manager Participant in the Debate: Inácio Silveira do Amarilho - Member of the Board in Gated Communities Associations - Secovi-SP Member of the Vice-President's Office for Real Estate Management and Gated Communities Speaker: Francisco Eduardo Loureiro - Member of Sao Paulo Court of Justice Private Law Chamber
02:15 PM to 03:30 PM	PERFORMANCE STANDARD The Building Performance Standard (NBR 15575) has been in force since 2008, but its enforceability has been delayed until March 2012. The practical application of the concept of performance, replacing the prescriptive approach, is a global trend and the Brazilian construction industry is very active in discussing the issue at the present juncture. Compliance with the standard, on the part of developers and construction companies requires a new vision of the real estate business, as well as a paradigm shift. The decision implies major changes in venture concept and design, as well as in construction management. In order to contribute to this discussion and to show practical ways in which companies must implement this process, the panel will explain the main changes and attitudes required as a result of the standard's publication. Coordinator: Marcos Velletri - Secovi-SP Director for Inputs and Technology - Vice-President's Office for Technology and Quality Speaker: Carlos Borges - Secovi-SP Technology and Quality Vice-President
03:45 PM to 06:30 PM	LEASE WARRANTIES The main types of lease warranties available, as well as those that can be put in place will be the focus of the panel, which also highlights the relevant legislation and other related issues. Representatives of companies that are active in this segment participate in a discussion and exchange views with lease experts on the operation and possible shortcomings, as well as other issues related to each product. Coordinator: Abram Berland - Secovi-SP Member of the Vice President's Office for Property Management and Leasing Speakers: Jaques Bushatsky Secovi-SP Vice-President's Office of Property Management and Leasing - Legislation Director - PQE Mediation and Arbitration Board President Moira Toledo - Lawyer in Toledo and Rocca Advogados Associados Sidnei Turczyn - Attorney-at-Law, Sidnei Turczyn Law Firm Representative of Caixa Econômica Federal DISCUSSION Moderator: Paulo Alberto de Gasgon Nardy - Secovi-SP Member of the Vice-President's Office for Property Management and Leasing Participants In The Discussion: Luiz Henrique - Porto Aluguel Product Manager - Porto Seguro Corporação Lease Insurance Vanildo Ximenes - Sul América Capitalização Sulacap S/A São Paulo Branch Sales Manager
03:45 PM to 05:00 PM	SEEKING FUNDING FROM INVESTMENT FUNDS Experts will discuss the latest opportunities and alternatives to leverage resources and prepare to present the best investment options. Furthermore, they will review the actual requirements for domestic and foreign investors. Coordinator: André Menezes - ADIT Investment Director - Associaçao para o Desenvolvimento Imobiliário e Turístico do Brasil [Association for Real Estate and Tourism Development in Brazil] Speakers: Celso Parisi - Director, Parisi Invest Rossano Nonino - General Director, Brazilian Capital Cia de Gestao de Investimentos Imobiliários [Real Estate Investment Management Company]
05:15 PM to 06:30 PM	CONDO-HOTELS AND SOURCES OF FUNDING TO BUILD HOTELS The underserved Brazilian hospitality industry for the 2014 World Cup and for the 2016 Olympic Games, as well as the increase in activity within the the domestic tourism market call for the implementation of alternatives for financing hotels throughout the country The third generation of flats is about to become available and the Núcleo Hoteleiro e Imobiliário-Turístico [Hospitality, Real Estate and Tourism Center] - alongside with Secovi-SP Groupo de Flats [Flats Unit] - has put together a special committee to develop a product that should come to market with its own identity and according to clear rules, aimed at enhancing the legal and conceptual frame of the old flat: the Condo-Hotel. In addition, a committee has been established to work with Hotel Construction Funding Sourcing. This committee studies the means of financing available in the market through BNDES, Banco do Nordeste and private institutions, and other means of funding - such as securitization of receivables and Real Estate Investment Funds. Furthermore it works to enhance these tools. The panel will present the results of work performed by these two committees. Coordinator: Caio Sergio Calfat Jacob - Secovi SP - Coordinator - Núcleo Imobiliário, Turístico e Hoteleiro [Real Estate, Tourism and Hospitality Center] Speakers: Diogo Canteras - Managing Director, Hotel Invest Canteras & Associados Paulo Bezerra de Mello - Aktro do Brasil Ltda
06:15 PM to 07:30 PM	MINI-COURSE SEBRAE: BUSINESS SITES: HOW CAN THE INFORMATION TECHNOLOGY GENERATE BUSINESS It aims at capacitating the entrepreneur on the basic procedures for creation and development of business sites on the internet, with guidance on registration, definition of partners, legal aspects and required investment. Instructor: Jairo Lobo Migues - IT Expert Consultant /SEBRAE-SP
07:30 PM to 10:00 PM	HAPPY-HOUR NETWORKING Coordinator: Robert Willian Velásquez Salvador – Secovi NE Assistant Coordinator - New Entrepreneurs

9/21/2011 - Wednesday

09:00 AM to 01:00 PM	THE REAL ESTATE MARKET IN THE INTERIOR OF THE STATE The vast urban sprawl that advances in the state of Sao Paulo has been the driver of significant social and economic changes in recent times. It's been a while since the citizens of the State of Sao Paulo, in almost all municipalities within the State, have came to know a more urban lifestyle. For that reason advances in infrastructure and assorted improvements are constantly taking place. . There are dynamic and advanced areas, financial, retail and cultural centers. These developments do not stem only from the Capital's references. They also originate from large cities in the interior of the state. Such marked changes occur as the same time as the housing market grows in leaps and bounds, as one of the prime movers of Brazilian economy. Coordinator And Lecturer: Flavio Amary - Secovi-SP Vice-President for the Interior - Regional Secovi Director for Sorocaba and its Surrounding Area. PART 1 - PRESENTATION OF THE REGIONAL AREAS Renato Monteiro - Diretor Regional do Secovi na Baixada Santista [Secovi Regional Director for Santos and its Surrounding Area] Milton Bigucci - President - ACIGABC - Associaçao dos Construtures, Imobiliárias e Administradores do Grande ABC [Greater ABC Area Builders, Realtors and Management Property Companies Association], an entity that represents Secovi in the ABC Area - Member of Secovi-SP Advisory Board Kelma Elineide T. de Camargo - Diretora Regional do Secovi em Campinas e Regiao [Secovi Regional Director for Campinas and its Surrounding Area] Célia Benassi - President - Proempi - Associaçao das Empresas e Profissionais do Setor Imobiliário de Jundiaí [Jundiaí Real Estate Sector Offices and Professionals Association], an entity that represents Secovi in Jundiaí and its surrounding area. Frederico Marcondes Cesar - Secovi Regional Director in the Vale do Paraíba [Paraíba River Valley] Joaquim Ribeiro - Secovi Regional Director in Sao Jose do Rio Preto and, Vice-President of Fenaci - Federaçao Nacional dos Corretores de Imóveis [National Association of Realtors] and Sciesp - Sindicato dos Corretores de Imóveis no Estado de Sao Paulo [Association of Realtors in the State of Sao Paulo] - President of the Arai - Associaçao Rio-Pretense das Administradoras de Imóveis [Sao José do Rio Preto Property Management Association] Riad Elia Said - Diretora Regional do Secovi em Bauru e Regiao [Secovi Regional Director for Bauru and its Surrounding Area] PART 2 - LECTURE Coordinator: Flavio Amary - Vice-Presidente do Interior do Secovi-SP e Diretor Regional do Secovi em Sorocaba e Regiao [Secovi-SP Vice-President for the Interior - Regional Secovi Director for Sorocaba and its Surrounding Area]. Speaker: João Carlos de Souza Meirelles - President, Fronteira Norte Engenharia e Desenvolvimento e ex- Secretário de Estado da Ciencia, Tecnologia, Desenvolvimento Econômico e Turismo do Estado de Sao Paulo [Former Secretary of State for Science, Technology, Economic Development and Tourism for the State of Sao Paulo]
09:00 AM to 12:30 PM	THE CURRENT SCENE IN THE FOREIGN REAL ESTATE MARKET (International Panel) simultaneous interpretation Entrepreneurs, leaders and experts from several countries will gather to exchange information, networking, technical visits and presentation of partnership and investments in real estate projects in Brazil and abroad. Welcoming Speech: João Crestana - President of Secovi-SP Coordinator: Kirkor Ajderhanyan - President International Relations Committee FNAIM - Fédération Nationale de l'Immobilier Speakers: Basílio Jafet - President of Fiabci/Brazil and Vice-president Development of Secovi-SP Bill Armstrong - NAR Treasure Caio Sergio Calfat Jacob - Coordinator of Secovi-SP Tourism and Hospitality Real State Center Judy Shenefield - FIABCI World President-Elect 2011-2012 Pedro Silva - member of the Board of Directors at Imogestin, company that holds the director´s position at APIMA - Associação dos Profissionais Imobiliários da Angola Teresa King Kinney - Chief Executive Officer at MIAMI Association of REALTORS®
09:00 AM to 10:15 AM	MINI-COURSE: DISCUSSION ON SUBDIVISIONS This is a unique opportunity to ask any questions about the allocation of urban areas (Subdivisions and Breakdown of Larger Areas) and obtain answers with regard to any difficulties, especially with regard to the granting of ordinances from City Governments and from Graprohab. Furthermore, questions may be asked about the registry of subdivisions. There won't be presentations or lectures. You will ask questions and we will provide the answers, discussing the issues - a real debate! Instructor: Vicente Celeste Amadei - Assessor da Vice-Presidencia de Desenvolvimento Urbano Sustentável do Secovi-SP [Advisor Secovi-SP Vice President for Sustainable Urban Development
10:15 AM to 11:15 AM	MINI-COURSE: THE DISNEY WAY OF ENCHANTING THE CUSTOMER APPLIED IN PRACTICE TO YOUR COMPANY Disney fascinates with the power of motivating all its associates to give their best. Power that makes a Hotel housekeeper of the resort transcend her operational role and fold towels on top of the bed into a swan shape and arrange the dolls left by the girl in the room composing a happy scene. How does the organization keep thousands of associates motivated working in repetitive and exhausting roles under the 43º C sun of Florida summer? How does it reach the highest rates of repurchase and loyalty and the deserved profitability? Even if the competition tries, it cannot repeat the atmosphere of magic that is breathed in all Disney properties. Why put as an adornment on the top of a ride an original gold-painted rooster from Florence, and not a cheaper copy? Come find these secrets, generate practical actions to your company and consolidate the knowledge brought by Disney to the Convention. Instructor: David Lederman - President of Lederman Consulting & Education
10:15AM to 11:15 AM	MINI-COURSE: PRACTICAL CASE - CRM FOR REAL ESTATE SYNDICATORS - HOW CAN A CRM SYSTEM OPTIMIZE THE TEAM WORK, CONTROL THE OPERATION AND OFFER INDICATORS TO MEASURE EFFICIENCY OF THE PROCESSES OF A REAL ESTATE SYNDICATOR The growth of the real estate market has brought new challenges for the real estate syndicators, who have to set themselves apart more and more from the competition in order to gain market. And this differential may be in the quality of the services offered and the relationship with their customers. In this mini-course we will present a practical case, simulating the complete cycle of relationship between the real estate syndicator and a new customer, managed through a CRM system, going through the main points of contact: Visit at the sales stand; telephone contact; proposal approval; credit analysis; contract issuance; construction report; request of payment slip; construction technical assistance. Instructor: Fábio Zarvos – Director of Snap System
10:30 AM to 11:45 AM	MINI-COURSE: THE SECRETS OF NON VERBAL LANGUAGE Learn to have better professional results using your mind's power by interpreting the clues offered by the people as they show signs, involuntary or otherwise. Instructor: Luiz Paulo Orelli Bernardi - Diretor, Lob Peritos Consultores
10:45 AM to 12:00 PM	PROCEDURES FOR THE MANAGEMENT OF CONTAMINATED AREAS In recent decades, the issue of soil and groundwater contamination has been causing great concern. The channeling of solutions to the contaminated areas, on the part of environmental protection agencies must contemplate a set of measures. The relevant authorities must be thoroughly familiar with the problems' characteristics and the impact they cause. They also must be able to establish and implement the required decision-making tools as well as the best suited forms and levels of intervention, bearing in mind, at all times, the goal of minimizing the risks to the population and the environment arising from the existence such problems. Cetesb, as the agency responsible for the environmental control actions in the State of Sao Paulo, and concerned with the issue at the state level, has sought to organize itself in order to establish the infrastructure that enables it to operate properly and to channel solutions for this serious environmental problem. Coordinator: Francisco A. Vasconcellos Neto - Presidente da Câmara Ambiental da Indústria da Construçao da Cetesb [President, Sao Paulo Environmental Protection Agency Construction Environmental Chamber]; e Vice-Presidente de Meio Ambiente do SindusCon - SP - Sindicato da Indústria Civil no Estado de Sao Paulo [and Vice-President of Environment of SindusCon-SP [Sao Paulo State Association of Construction Companies. Speaker: Rivaldo Mello - Financial Director of AESAS - Associaçao Brasileira das Empresas de Consultoria e Engenharia Ambiental [Brazilian Association Environmental Consultancies and Engineering Companies] Elton Gloeden – Geologist, Manager of the contaminated areas at CETESB – Companhia Ambiental do Estado de São Paulo
12:00 PM to 01:15 PM	MINI-COURSE SEBRAE: PROFITABILITY It guides on the concept of profitability and its application, showing to the entrepreneur that the results may not be enough for the company to maintain itself in the market. Instructor: Salvador Serrato - Financial Expert Consultant /SEBRAE-SP
12:30 PM to 01:30 PM	Mini-course: AMORTIZATION SYSTEMS AND LEGAL RESTRICTIONS AS APPLIED TO CAPITALIZATION OF INTEREST This remains a very controversial issue. Even though Brazilian Courts do not allow it (Abridgement # 121 of STF), the financial market and equity markets in Brazil and elsewhere basically use the compound interest criteria in their operations, both active and passive. Instructor: José Dutra Vieira Sobrinho - Director, J. Dutra - Consultoria e Treinamento Ltda.
12:30 PM to 01:30 PM	Mini-course: USING EMOTIONAL INTELLIGENCE TO MANAGE CHANGE Increasingly, nothing has been stable in the market, which affects ventures. We are faced with constantly changing economic scenarios, and challenges have become frequent. What can we do in the face of crises and situations that make us feel powerless? What can spur and / or stunt the success of the projects in this new market? Instructor: Beth Martins
12:30 PM to 01:30 PM	Mini-course: SOCIAL MEDIA Every day a new way to relate through the web emerges. As the Internet becomes more popular in Brazil, more people from all social classes and educational backgrounds have access to these relationship tools, but not everyone knows how to use them properly. This short course will show the importance of being a part of new social media and also ways to promote your products and services without compromising your company or damage the relationship with your clients. Instructor: André Fraga Lima – Secovi-SP Foreign Relations Assistant
02:30 PM to 03:45 PM	NATIONAL REAL ESTATE MARKET STATISTICS -MARKET OVERVIEW After 20 years of stagnation (1983 to 2002), the national housing market was driven by the abundance of resources for financing the production and acquisition of real estate, and financial stability, due to the fact that inflation has been brought under control.. In 2010, according to preliminary information from Caixa Economica Federal, a milestone was reached: contracts have been signed for the acquisition of over one million new housing units. We live in changing times, but we still do not have statistical data to allow the country, as well as domestic and foreign investors, to keep up with this market's development. The IIC / CBIC (Comissao da Indústria Imobiliária da Câmara Brasileira da Indústria da Construçao) (Real Estate Industry Committee of the Brazilian Construction Industry Chamber) has made efforts to generate and aggregate nationwide indexes, as well as joint data on the launch of new projects, marketing, the pace of sales, as well as other data.. The panel shall present the actual situation in the various regions of Brazil, which comprise this work. Coordinator: Marcello Gomes - Presidente da ADEMI-PE - Associação das Empresas do Mercado Imobiliário de Pernambuco Speakers: Celso Petrucci - Economista-chefe e Diretor do Secovi-SP, e Suplente pela CNC - Confederação Nacional do Comércio no Conselho Curador do FGTS Constantino Dadalto - Presidente do Sinduscon-ES – Sindicato da Indústria da Construção Civil no Estado do Espírito Santo Ilézio Inácio Ferreira - Presidente da ADEMI-GO – Associação das Empresas do Mercado Imobiliário de Goiás Mauro Touguinha - Diretor da Comissão da Indústria Imobiliária do Sinduscon-RS - Sindicato das Indústrias da Construção Civil do Rio Grande do Sul

• 5% of the registration fees will be reverted to Projeto Ampliar, a social project that provides professional training and education for young people in between the ages of 16 to 24 years in risk situation. Learn more about Projeto Ampliar.
• The registration fees for students will have a discount of 50% by presenting the university identification card or a monthly payment receipt.