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Monday, January 28, 2013

Stock News 2013: Century Properties exceeded P20B sales

English: New housing development, Sylvan Drive...
English: New housing development, Sylvan Drive At the time of Geograph submission, the developer claims 80% of properties are sold, but the estate does not yet appear on the 1:50,000 OS sheet (Photo credit: Wikipedia)

Property developer and publicly listed firm Century Properties Group Inc. (CPG) exceeded its P20-billion pre-sales target for 2012, hitting P21.4 billion.

Century’s pre-sales figure in 2012 was up 16.6 percent from the P18.4 billion recorded the previous year.

The 26-year-old real estate firm said it attained strong growth in sales due to the robust demand for housing and commercial properties from its market base of local end-users, foreigners and Filipinos working overseas.

Century also expanded its portfolio in 2012, becoming an active player in the luxury, middle-income and affordable segments.

“The demand for real estate remains very strong as proven by our robust sales, and the market recognizes that the timing and conditions are indeed ripe for buying good property. The expanding middle class, more job and income opportunities that lead to an increase in purchasing power, low interest rates, and robust remittances—these and more factors contributed to the growth of Philippine real estate this year, and to the growth of Century as a prime developer,” Century Properties chief operating officer Jose Carlo R. Antonio said.

http://business.inquirer.net/104241/century-properties-exceeded-p20b-sales-target-for-2012

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Sunday, January 27, 2013

Stock News 2013: Ayala, Aboitiz form venture with American airport giant

The departure hall of Mactan Cebu Internationa...
The departure hall of Mactan Cebu International Airport on Mactan Island. (Photo credit: Wikipedia)

THE AYALA and Aboitiz groups have teamed up with US-based global airport operator ADC & HAS Airports Corp. to boost their bid for the P10-billion Mactan-Cebu International Airport terminal rehabilitation project under the government’s Public Private Partnership (PPP) program.

Ayala Corp. and Aboitiz Equity Ventures signed a memorandum of understanding with ADC to form a consortium that would participate in the planned public bidding of the Mactan airport modernization program.

ADC is a global airport operator with a track record of successful investment, development and operation of airports around the world. It operates airports serving the capital cities of Quito, Ecuador, and San Jose, Costa Rica, with an annual capacity of more than five million passengers and 3.6 million passengers, respectively. It also operates airports in the growing tourist destinations of Liberia, Costa Rica, and the Chungcheong northern province in South Korea.

Based in Houston, ADC combines the operational strength and technical resources of the Houston Airport System (HAS) and the airport privatization and development experience of Airport Development Corp. (ADC). HAS operates three airports in the United States that handle a combined capacity of nearly 50 million passengers annually, making it North America’s fourth-largest airport operator.

“By partnering with ADC&HAS, we are bringing on board one of the most dynamic developers and operators of airports in the world today,” said AEV president Erramon Aboitiz.

“ADC&HAS has been at the forefront of airport and commercial development for over 40 years, spearheading landmark airport privatizations in Canada, Hungary, Ecuador, Costa Rica and just recently in Korea,” Aboitiz said. “Coupled with the technical resources from HAS, the world’s sixth-largest airport system, we’re confident that our alliance with ADC&HAS will allow us to develop a world-class airport facility in Mactan that all Filipinos will be proud of.”

AEV teamed up with Ayala on the project through newly acquired property unit Aboitiz Land.

http://business.inquirer.net/97153/ayala-aboitiz-form-venture-with-american-airport-giant

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Stock News 2013: Philex slapped with new fine

Department of Environment and Natural Resource...
Department of Environment and Natural Resources (Philippines) (Photo credit: Wikipedia)

Gold and copper producer Philex Mining Corp. has again been slapped with a fine by the Department of Environment and Natural Resources (DENR), this time for the pollution inflicted on two bodies of water by the tailings spill at its Padcal mine in Benguet.

In a disclosure to the Philippine Stock Exchange Thursday, Philex said it was served a copy of the order by the DENR’s Pollution Adjudication Board (PAB) directing the company to pay an initial amount of P92.9 million.

This latest fine is different from the P1.034 billion penalty earlier imposed on Philex by the Mines and Geosciences Bureau (MGB) for alleged violations of the Mining Act of 1995. The mining law imposes fines of P50 per metric ton of tailings discharged into areas other than the approved tailings disposal area.

The MGB based the fine on the total volume of the discharged tailings from tailings pond No. 3, which reached 20.7 million MT.

The new fine ordered by the DENR stems from the same tailings spill incident but was computed per day—based on the company’s alleged violations of Republic Act 9275, or the Clean Water Act—from Aug. 3 to Nov. 28.

On Aug. 1, 2012, mine sediments from the tailings pond No. 3 of Philex’s Padcal mine flowed into the Balog Creek and the Agno River which is connected to the San Roque Dam in Pangasinan.

http://business.inquirer.net/104291/philex-slapped-with-new-fine

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Wednesday, January 23, 2013

Stock News 2013: PH to reel in $20B in foreign investments from Japan

Prime Minister Shinzō Abe of Japan, Saturday, ...
Prime Minister Shinzō Abe of Japan, Saturday, Sept. 8, 2007, in Sydney. (Photo credit: Wikipedia)

The Philippines is well poised to profit from Japan Prime Minister Shinzo Abe’s move to steer clear of China and move to Southeast Asia for capital expansion.

Trade and Industry Secretary Gregory L. Domingo told the Philippine Daily Inquirer: “I agree we will benefit, we are already seeing some of it now.”

Japan is the country’s biggest business partner with  total trade and investments of $13 billion and the third biggest source of tourists.

Albay Gov. Joey Salceda, an economist, said that Japan’s fear of China’s increasing military and financial might would likely  trigger the second massive outflow of Japanese direct investments.

Salceda noted a repeat of the effect of the 1987 Plaza Accord where the United States, France, West Germany, United Kingdom and Japan agreed to force the appreciation of the yen from 248 to 78 per US dollar to help the American economy recover.

“The Philippines was not able to optimize the benefits due to coup-driven political instability post-EDSA and aggressive competitive marketing by Malaysia, Thailand and Indonesia. We cannot afford to lose out again on this FDI (foreign direct investment) bonanza which I consider to be the single most important economic factor in the Philippine horizon,” said Salceda.

Salceda said that if the Philippines played its cards right, it could haul in at least $20 billion in Japanese investments in manufacturing over the next six years.

“I started to be an analyst during 1989, one year after the Plaza Accord. I remember quite distinctly that this was the number the analysts community were projecting,” said Salceda.

“This is the most benevolent economic and external discrete factor ever to happen in favor of the Philippines, only the Asian pivot of the US geopolitics comes second,” said Salceda.

Salceda suggested that given this massive opportunity, the Aquino administration should push for “more articulate ambition in infrastructure and more aggressive visioneering and faster execution.”

Another major concern of Japanese investors is the high cost of electricity in the country.

http://business.inquirer.net/103059/ph-to-reel-in-20b-in-foreign-investments-from-japan-says-economic-analyst

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Tuesday, January 22, 2013

Stock News 2013: PSE okays thrift bank’s P4.25-B IPO

Philippine Business Bank Logo
Philippine Business Bank Logo (Photo credit: Wikipedia)

The Philippine Stock Exchange has approved an initial public offering worth up to P4.25B by Philippine Business Bank, marking the first Philippine stock market debut for this year.

PBB, the thrift banking arm of the Zest-O group of businessman Alfredo Yao, is set to offer up to 101.33 million in primary shares to the public for as much as P41.94 per share, based on the offering circular released by the PSE. This will bring to public hands about 30 percent of the bank’s post-IPO capital.

The IPO pricing is set to be finalized by February 4 while the offer period will run from Feb. 6 to 12.  Tentative listing date is on Feb 19.

The joint lead underwriters for the issuance are First Metro Investment Corp. and SB Capital Investment Corp.

Proceeds from the offering will be used to finance the bank’s lending activities and also to fund the acquisition of investment securities.

In addition, about P400 million will cover capital expenditure requirements in connection with its branch network expansion program, including the acquisition of new branch banking licenses, the development and implementation of IT (information technology) infrastructure and applications projects.

After the IPO,  Yao (with 37.26 percent) and Zesto Corp. (with 25.17 percent) will remain as the key shareholders of PBB.

http://business.inquirer.net/103073/pse-okays-thrift-banks-p4-25-b-ipo-first-for-2013

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Monday, January 21, 2013

Stock News 2013: JG Summit raises $750M

English: The old logo of Credit Suisse.
English: The old logo of Credit Suisse. (Photo credit: Wikipedia)

A unit of Gokongwei-led conglomerate JG Summit Holdings has raised $750 million from the sale of long-term offshore debt, making history for executing the largest overseas corporate debt deal out of the Philippines.

Wholly-owned subsidiary JGSH Philippines Ltd. issued 10-year senior debt at 4.375 percent per annum.

The debt issue was upsized from original offer size of $500 million due to strong demand. The order book reached $6.6 billion, said Wick Veloso, chief executive officer of HSBC Philippines which is one of the issue arrangers.

“JG Summit is a credit that the market wants an exposure to and this is best shown by the overwhelming demand and tight pricing,” Veloso said.

“This is the largest Philippine corporate offshore issuance so far,” he said.

The JG group last week mandated HSBC, Citigroup Global Markets Ltd. and Credit Suisse Securities (Europe) Ltd. as joint bookrunners and joint lead managers for this issue.

http://business.inquirer.net/103055/jg-summit-raises-750m-from-offshore-debt-deal

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Sunday, January 20, 2013

Stock News 2013: ALI to tap bond market to fund projects

English: Ortigas Center
English: Ortigas Center (Photo credit: Wikipedia)

Property giant Ayala Land Inc. (ALI) will tap the bond market this year to jumpstart the development of large parcels of land acquired recently.

This will allow the company to cater to the expectations of continuous robust property demand in different market segments, a ranking company official said.

“Definitely at the ALI level, the parent company level, we will be tapping the capital markets. Bonds primarily,” ALI chief finance officer Jaime Ysmael told reporters.

ALI has yet to finalize the terms and issue size of the bond sale pending full-year 2012 performance data, he said.

“At the rate we are going, there will be some funding requirements because capital spending is continuous especially now that we have a lot more projects,” Ysmael said.

Philippine companies have been tapping funds from different channels like bonds and banks amid low interest rates and high liquidity.

Bulk of the borrowed funds will be used to start and complete the construction of numerous condominium units, shopping malls and hotels as opposed to the landbanking focus last year, Ysmael said.

Potential share sales, for its part, will depend on market condition and funding needs, Ysmael said.

For project development, ALI will be busy starting construction in large parcels of land recently acquired.

“We will focus on the ones we acquired last year. Food Terminal Inc. (FTI) is one of them definitely and also Circuit Makati,” Ysmael said.

“We will focus on the big parcels in trying to accelerate the development and monetize them as soon as possible,” he added.

Last year was a busy year for the property giant particularly in terms of securing prime, large chunks of land.

For instance, the firm won the bidding for the 74-hectare FTI complex in Taguig with its P24.3-billion offer.

Also last year, ALI’s middle-income housing unit Avida Land Corp. signed a deal to develop the Gatchalian family’s 60-hectare Plastic City property in Valenzuela City, which formerly housed the country’s biggest fully-integrated plastic manufacturing plant.

Ysmael said the master plan for the mixed-use development of FTI is already complete.

“We already filed our license to sell and we already got it so we should be starting to sell soon. Initially commercial lots,” Ysmael said, adding that the residential segment will be marketed by upper market brands Alveo and Ayala Land Premier.

Ysmael said Avida already started its development in Plastic City while ground works for the 6.6-hectare former Nestlé factory in Muntinlupa will begin this year.

In terms of landbanking, ALI is still keen on acquiring lots from areas without an ALI footprint or projects that are experiencing accelerated project development.

“We are still looking at opportunities to landbank where we do not have a presence or we need to replenish like Nuvali where the development has been very accelerated,” Ysmael said.

In the Nuvali township project in Laguna, ALI is buying adjacent lots.

“To be able to sustain the momentum, we have to make sure we have landbank that will last for a couple of years,” Ysmael said.

For ALI’s socialized housing unit BellaVita, the company is looking for new parcels outside of Metro Manila amid large demand, Ysmael said.

In the nine months to September last year, ALI’s earnings reached P6.62 billion, up 27 percent from P5.23 billion a year earlier on the back of the strong performance of all its business units.

http://philstar.com/business/2013/01/17/897738/ali-tap-bond-market-fund-projects

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Saturday, January 19, 2013

Stock News 2013: TV5 allots P6B for capex

GMA Logo in their 60th Anniversary
GMA Logo in their 60th Anniversary (Photo credit: Wikipedia)

ABC Development Corp., owner and operator of TV5, is infusing P6 billion for its capital expenditures this year to boost its efforts to cut losses since dominant carrier Philippine Long Distance Telephone Co. (PLDT) acquired the network in 2009.

PLDT chairman Manuel V. Pangilinan told reporters on the sidelines of TV5’s “Blast Off for 2013” that the country’s third largest network’s budget for capital expenditures this year would be at par with the amount spent by the company last year.

This year’s budget would be allocated to complete the network’s state-of-the-art media center in Mandaluyong City with the news part scheduled to be finished in the first quarter.

“The capex would be around P6 billion, approximately the same as last year. We are still building our entertainment studios in Mandaluyong and the news part will be finished within first quarter this year,” Pangilinan said.

He added that a portion of the amount would also be used to introduce new shows as the network goes full throttle towards being one of the country’s leading multimedia this year.

TV5 welcomed the new year with its biggest show of force as it launched its biggest offerings for the first quarter of the year.

The PLDT chief pointed out that the company’s reprogramming would redound to improved bottomline as TV5’s losses ballooned to about P2.8 billion in the first half of last year.

“We should be better this year with better programming, better talents, and revenues I think,” Pangilinan said.

He said the company is now in the process of trimming its operating and production costs.

“It is a learning process for us in terms the ability to control cost of mounting a production whether it is a teledrama or a comedy. We are learning how to control the cost of production,” he explained.

According to him, TV5 would be able to sustain its strong finish last year after overtaking GMA Network Inc. (GMA7) in the last quarter in six viewer rich cities in Metro Manila including Iloilo, Cebu, Davao, Cagayan de Oro, Bacolod, and General Santos City that has a total four million viewers based on Nielsen TV Audience Measurement.

http://philstar.com/business/2013/01/17/897750/tv5-allots-p6b-capex-will-launch-new-shows

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Friday, January 18, 2013

Stock News 2013: Philippine water brand hits Africa

Crystal clear
Crystal clear (Photo credit: Willem van Bergen)

While water is scarce in many regions around the world, it is refreshing to note that Filipino purified water brand Crystal Clear, one of the more popular bottled drinking water brands in the Philippines, is now serving the water-challenged African region, starting with a thriving market such as Sierra Leone.

The brand now operates a water station there, thanks to a joint venture between local firm Peninsular Innovative Group and Solerex Water Technologies Inc., the company that operates Crystal Clear. Together, they created Solerex Peninsular Ventures (SPV), and the first Crystal Clear water station in the West African region, located at Kissy Road along the eastern end of Freetown, was born.

The company will provide water supply, treatment, desalination, and storage solutions for both commercial and industrial projects in Freetown, Sierra Leone’s capital city, acknowledged as the country’s urban, economic, financial, cultural, educational and political hub.

Jose Antonio “Che” Soler, President and Chief Executive Officer of Solerex Water Technologies Inc., says it succinctly: “We are proud to be in Sierra Leone, a first for a Filipino company, and a water firm at that. We all know that many African countries lack potable drinking water, which is really bad since they have a very hot climate and also contributes to the prevalence of many ailments. With this new venture, we hope to be able to provide Africans, at least in Sierra Leone, access to safe and quality drinking water.”

Soler says they are here to help the people of Sierra Leone in terms of providing them water that is safe for their families to protect them from water scarcity-related diseases.

Peninsular Innovative Group CEO Yakama Jones expresses delight that now, more Sierra Leonians will have readily available water that is not only pure and safe to drink but also affordable. “We are happy that Solerex partnered with us in our objective of eradicating water-borne diseases and bring to our country cleaner water and thus save more lives.”

She adds that Solerex’s advanced water treatment technology enables them to treat water collected from rain, wells, streams and other potential water sources and make it more potable and safe to drink. This comprehensive and world-class water filtration process includes mechanical pre-filtration, multimedia filtration, activate carbon, water softener, 5-, 10- and 20-micro cartridge depth filtration, reverse osmosis membrane hyper-filtration, ozonation and post-carbon activated filtration.

Solerex is no stranger to the water purification business, having been involved in it for more than 25 years already and an established presence in major countries in Asia, including Indonesia and Malaysia and of course, the Philippines.

Their leading brand of purified drinking water, Crystal Clear, which surpasses US-Grade Quality standards of water with their state-of-the-art Reverse Osmosis SLX Systems that eliminate inorganic minerals and chemicals, is now found in most homes and offices nationwide.

http://business.inquirer.net/102337/philippine-water-brand-hits-africa

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Wednesday, January 16, 2013

Stock News 2013: MPIC eyes int’l partner for Cebu airport

Photo of Manny
Photo of Manny (Photo credit: Wikipedia)

Infrastructure conglomerate Metro Pacific Investments Corp. (MPIC), a unit of First Pacific Group of Hong Kong, is talking with a potential foreign partner to boost its bid for the P17-billion Mactan Cebu International Airport project.

MPIC chairman Manuel V. Pangilinan said in an interview with reporters that the conglomerate is scouting for a foreign partner with expertise in airport operations in line with the scheduled bidding for the contract to undertake the airport project.

Yes, we are talking to potential partner for the technical or what you call an airport operator,” Pangilinan stressed.

MPIC has expressed interest in the country’s second largest international airport.

“We have to have the right partner that will qualify with respect to our bid,” he added.

According to him, the company would form a special purpose vehicle including other members of a consortium that would bid for the airport project.

The Department of Transportation and Communications (DOTC) decided to stick to its earlier decision barring owners of airlines to bid for major airport projects such as the Mactan-Cebu International Airport due to conflict of interest.

DOTC Secretary Joseph Emilio Abaya earlier said the agency would push through with the public bidding for the airport project based on the guidelines issued late last month.

According to terms of reference issued by the DOTC last month, “an individual, partnership, corporation, or any other juridical entity, and if the prospective bidder is a consortium, any consortium member or such consortium members’ affiliates for the duration of the bidding process cannot be an entity providing air transport services in the Philippines, be they domestic or international.”

Also, the bidders cannot have any interest, direct or indirect, in such entity; or cannot be owned by such entity.

http://philstar.com/business/2013/01/17/897730/mpic-eyes-intl-partner-cebu-airport-bid

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Stock News 2013: SC stops BCDA from bidding Boni lot

A part of Malacañang Palace viewable through w...
A part of Malacañang Palace viewable through windows at the west side of Saint Jude Catholic School. (Photo credit: Wikipedia)

The Supreme Court has stopped the Bases Conversion Development Authority (BCDA) from bidding out the Bonifacio South Pointe project, giving weight to the petition of SM Land Inc., which has a pending unsolicited proposal to acquire and develop the property.

A BCDA official, speaking on condition of anonymity, confirmed the issuance of an injunction by the high tribunal, adding that the temporary restraining order was issued last Thursday.

“It did not specify how long the TRO would be in effect, so it’s indefinite,” the official said.

SM Land—the property development arm of the SM group of tycoon Henry Sy Sr.—gave an unsolicited proposal for the 33.1-hectare parcel of land on the southern edge of the former Fort Bonifacio military camp as early as 2009.

Under the law, an unsolicited proposal would be subjected to a so-called Swiss challenge where other interested firms would be asked to submit other bids, which the original proponent (in this case, SM Land) would have the right to match and consequently win the bid.

The government invited other parties to better SM Land’s bid of P36,900 a square meter in August 2010, but the entire process was put on hold after Malacañang decided to reject the unsolicited proposal and go for an open bidding. At the time SM made the bid, the property’s value was assessed at P9,000 per square meter.

According to Inquirer sources, the case was filed “reluctantly” by SM Land before the Supreme Court but that the firm felt that its interests had to be protected.

“I understand the company was hesitant to sue because it wants to help the government as much as possible,” said an industry official familiar with the issue. “But I guess SM had to serve notice—including to other potential bidders—that there is a pending [unsolicited proposal] process.”

The Inquirer tried to contact BCDA president Arnel Casanova but he has not replied as of press time. SM officials declined to comment on the issue.

BCDA earlier said, however, that SM Land would be invited to participate in the planned fresh bidding despite its unsolicited proposal having been rejected.

Under the BCDA’s original plan, a pre-bid conference would be conducted on Jan. 17 and the final bidding in mid-February. The government has set a base price of P13.26 billion for the property, which currently houses the Army Support Command, the Army’s Special Services Unit, and the Bonifacio Naval Station shared by the Philippine Navy and the Philippine Marines.

The original SM bid would have pegged the entire property’s value at P12.2 billion.

http://business.inquirer.net/102313/sc-stops-bcda-from-bidding-boni-lot

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Tuesday, January 15, 2013

Stock News 2013: P20-B entertainment hub to rise from former racetrack

English: Ayala Avenue in Makati City, Metro Ma...
English: Ayala Avenue in Makati City, Metro Manila, Philippines (Photo credit: Wikipedia)

Property giant Ayala Land Inc. unveiled Friday a P20-billion, five-year development plan for a new urban entertainment hub called “Circuit Makati,” which will rise on the former Sta. Ana racetrack owned by horse-racing operator Philippine Racing Club Inc.

“Circuit is Ayala Land’s 21-hectare integrated, mixed-use development anchored on entertainment experiences that brings together Ayala Land’s various product lines—Alveo for residential, Ayala Malls and offices and Ayala Hotels,” ALI president Antonino Aquino said.

The name “Circuit Makati” was coined in honor of the Sta. Ana racetrack, Makati’s heritage as a former “racing circuit.” ALI said the “circuit” also connotes energy, vibrancy and excitement.

ALI has ruled out incorporating gaming in the development or any other future projects. Circuit, for instance, is envisioned to focus on family-oriented entertainment. “We know that sometimes, there are other risks involved. We feel that we could sustain our high-growth trajectory without going into gaming,” Aquino said in a briefing.

The new development will feature the Circuit Theater, a 1,500-seater performing arts venue envisioned to showcase Filipino world-class talent and feature “Broadway-type” entertainment. It will also have “Circuit Lane,” an interactive walk with a multipurpose black box for more intimate shows, recitals, workshops and parties. The interactive walk will span across the entire length of the district, highlighted by a water feature flanked by retail and leisure shops. There will also be a Circuit Events Grounds, intended to be a venue for various concerts, dance and theater performances, fashion shows, exhibits as well as outdoor sporting events such as football.

The first phase of the Circuit development to be unveiled this year will include a two-hectare open grounds area that can accommodate up to 20,000 people in a single event. The international-sized football turf will be operational by the fourth quarter of this year. ALI plans to put up a football school in the area, which will also offer other sporting activities like karting and skating.

“The Circuit Event Grounds will feature a 2,000-square meter canopy area which can house up to 1,000 people and is set to be the preferred entertainment venue in the metro, hosting numerous outdoor events and activities providing fun for all,” said Mel Ignacio, project development head.

By next month, Alveo Land is also set to launch its residential projects at Circuit Makati while the mall and retail developments are expected to begin construction next year.

ALI officials announced that the complex would have eight to 10 residential towers within the next 10 years, initially carrying the Alveo brand. But the group plans to bring in other brands as well, including Ayala Land Premier. Each tower will offer 400 to 450 residential units. Alveo is set to launch the first 40-storey tower next month.

http://business.inquirer.net/102293/p20-b-entertainment-hub-to-rise-from-former-racetrack

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Monday, January 14, 2013

Stock News 2013: Former high-end realtor casts his lot on affordable homes outside Manila

C-5 Road facing the South
C-5 Road facing the South (Photo credit: Wikipedia)

There are two sides to the current housing boom. The more visible side is the flurry of high-rise condominiums that are transforming Metro Manila’s skyline. Their prominence is matched only by their own giant billboards and splashy newspaper ads.

Inside the mall or supermarket, you won’t miss the smart-dressed agents showing scale models of their trendy properties.

But the vibrant housing market has a lesser-known side, too. It’s driven by another kind of sales agent-the ones who are spending much time in front of the computer. They could be housewives or employees surfing on their break time. Day and night, they prowl the Internet in search of home buyers. They post, update and monitor constantly on multiple free websites. To add a personal selling touch, some even create their own website.

Their products—mid-priced homes tucked away in suburban Cavite and Pampanga—are runaway hits, according to the founder of a successful realty marketing firm. His agents have cashed in by selling these affordable homes to the vast and hardworking Filipino middle class based here or working abroad.

“This middle market seems bottomless.  About 80 percent of our buyers are first-time home owners, while the rest are looking for a bigger, better home,” says Gabriel “Billy” Dominguez, president of Green Circle Realty, a marketing arm of 12-year-old developer ProFriends, which has completed 52 projects to date and is riding the uptrend with another 34 master-planned communities in progress north and south of Manila.

ProFriends builds an array of three-bedroom models, the most popular of which are priced between P850,000 and P2.5 million.

Green Circle sold a total of 255 homes last November 2012 alone, the best month ever in its six years of operation. During his jampacked monthly sales meeting last Dec. 4, Dominguez introduced the previous month’s biggest producer, a soft-spoken accountant in her 20s who contributed 10 home sales. She had resigned from a commercial bank only three months earlier.

Dominguez credits the Internet proficiency of his agents for generating a high volume of OFW buyers. Most of all, he’s proud of how Green Circle agents overcame early fears to embrace their status as “realty entrepreneurs.” Not a few have already left secure nine-to-five jobs for the opportunity to multiply their incomes.

“It’s the full-time agents who do much better,” Dominguez says, although many part-timers are also hitting a more modest goal to augment their current income.

“We’re winning the battle of mindsets,” adds Dominguez, who now recruits about 200 new agents each month. He acknowledges that many Filipinos still dislike working with no fixed salary or simply lack the confidence to get into sales.

In Green Circle, these worries are quickly addressed during the short but lively orientation seminars. “We remind everyone that they are natural sales people. As teenagers, they already convinced their parents to buy them stuff, and didn’t they also sell their way into the hearts of their spouses?”

Dominguez maintains a marketing organization with little frills and no quotas to meet. He adopts a clear commission structure and recognizes top performers with incentives. Green Circle meetings are not confined to fancy suites. The last one, for example, took place in a fast food outlet where he reviewed sales performance using easy-to-read slides. With his usual jokes, parlor games, and inspirational stories, Dominguez cajoles his troops to storm the market in 2013. Finally, together with his wife and business partner Helen, they handed out cash incentives like game show emcees.

A government employee for more than a decade before he went into high-end real estate, Dominguez insists he’s a far cry from the typical image of a sophisticated, well-connected salesperson.

The UST communication arts graduate attributes his success to organization-building skills rather than slick, face-to-face salesmanship.

These days, he draws greater fulfillment from seeing ordinary folks enjoy the purchase of their dream home. The feeling cannot compare with closing a sale for a golf share or a high-rise apartment.

“Some of these upscale properties I sold before are never used by the owners,” he quips.

http://business.inquirer.net/102341/former-high-end-realtor-casts-his-lot-on-affordable-homes-outside-manila

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