TIM - Results Presentation 2Q13
Transcript of TIM - Results Presentation 2Q13
Agenda
15 years Anniversary - Rodrigo Abreu
Q2 Discussions:
Q2 in Few - Rodrigo Abreu
Operations - Lorenzo Lindner
Marketing - Roger Solé
Live TIM - Rogério Takayanagi
Financials - Claudio Zezza
Conclusions - Rodrigo Abreu
2
27.8
2010 20132004 2009
15 years anniversary: Building up a solid organization
3
→ Start up (privatization process);
→ Launched national coverage;
→ Pioneer on GSM technology;
→ First operator to launch data
services: SMS and MMS.
→ Acquired fixed license;
→ 3G launch;
→ ISE adherence;
→ Intelig acquisition (~R$0.8mln)
→ Long distance leadership;
→ Novo Mercado migration;
→ Public offering R$1.7 bi;
→ Atimus acquisition (~R$1.6bln).
1998 2003
1998
Gross Revenues
(R$ Bln)
Customer base
EoP (Million)
15,000 km fiber
optical backbone
5,500 km fiber
optical backhauling
Accessing Capital Market
→ Leadership on prepaid and advancing on
postpaid.
→ Consolidated 2nd player in value and volume.
→ Building a robust fixed infrastructure.
→ Leadership in market net adds.
→ >400,000 points of sale.
→ >11,500 employees.
→ >23,000 indirect jobs.
→ Recognized as the market
innovator.
Organic
Growth
Growth via
Acquisitions
2012 1998
70.3
2012
0.9%1.1%
0.7%1.0% 0.9%
Quarter in Few: Improvements Across the Board
7.0% 5.4%9.7%
2Q132Q12
Organic1 Net Revenue Growth(YoY)
Organic1 Net Services Revenue Growth(YoY)
Organic1 EBITDA Growth(YoY)
-15.3%-11.0% -9.5%
-3.6% -0.7%
1Q132Q12
10.0 10.3 10.7 10.9
11.4
2Q132Q12
3Q12 4Q12 2Q13
Ex one-off
eventARPU Performance (YoY)
Postpaid Base (mln customers)
%Bad Debt/Gross Revs.
+20% (YoY)
Ex-M2M
Financial Operational
+14%
1Q133Q12 4Q12
1Q13
6.4% 5.5%
1.4% 1.8%3.1%
2Q132Q12 1Q133Q12 4Q12
+8.7% (YoY)
Reported
5.6%4.1% 4.4%
2Q132Q12 1Q13
2Q132Q12 1Q133Q12 4Q12
+2.0% (YoY)
Reported
+1.8% (YoY)
Reported
4
Efficient Approach
1: Organic revenues growth adjusted by R$44mln, EBITDA growth adjusted by R$31mln and Net
Income growth adjusted by R$20 mln due to one-off impact related to interconnection disputes.
+0.4%
Organic1 Net Income Growth(YoY)
-1.6%
13.9% 17.9%
2Q132Q12 1Q13
+12% (YoY)
Reported
18.7% 19.6% 20.5% 21.4% 22.1%
%VAS / Mobile Service Gross Revenues
2Q132Q12 1Q133Q12 4Q12
Operations
Customer Base Evolution - Market Share
(Source: Anatel)
Growth Backed by Business Resilience
19.6% 19.6%
24.0% 25.0%
28.0% 26.3%
28.1% 28.8%
2Q12
+67 bps
-168 bps
+96 bps
-1 bps
2Q13
15.3% 16.5%
23.9% 20.3%
38.2% 39.1%
22.0% 23.4%
2Q12
+140 bps
+90 bps
-353 bps
+124 bps
2Q13
29.6% 29.7% 29.1% 28.8% 28.7%
26.9% 26.8% 26.9% 27.0% 27.2%
24.6% 24.5% 24.9% 25.1% 25.0%
18.7% 18.7% 18.8% 18.7% 18.7%
Oi
Claro
Vivo
2Q12 3Q12 4Q12
+28 Bps
-89 Bps
+43 Bps
+5 Bps
YoY
1Q13 2Q13
Prepaid Voice Postpaid*
3526 27
1.6
1.41.5
2Q11 2Q12 2Q13 2Q132Q11 2Q12
1.1%0.9% 0.9%
Total
TIM
SAC & SAC/ARPU
(R$; months)
Efficient Market Approach
(Source: TIM, Anatel)Bad Debt & Postpaid CB
(000 customers; %postpaid mix)
Leading net additions.
Consolidating Prepaid #1.
Accelerating on Postpaid.
Maintaining an efficient go-
to-market.
SAC/
ARPU
SAC
% Gross
Revs
Postpaid
*Excluding modems and M2M.
+25%+14%
14.4% 14.5% 15.8%Mix
6
Caring Improvements to Increase Customer Satisfaction
Claims at Consumer’s Protection Agency (Procon)
(Avg # Claims - the lower the better; Source: SINDEC database)
Imp
rovin
g c
ari
ng
Red
uc
ing
co
mp
lain
ts
P3
P4
P1
TIM
TIM PRE POS CORP
Customer Care Satisfaction Survey
(Points; Source: TIM)
IDA – Index of Caring Performance (last reported)
(Points - the higher the better; Source Anatel)
99.9
93.998.0
92.1
92.8
80.4
84.9
65.9
Jun-12 Aug-12 Oct-12 Dec-12 Feb-13 Apr-13
P3
P4
P1
TIM
Anatel Ranking of Complains (last reported)
(Index of Complains under 1,000 access - the lower the better;
Source: Anatel)
0.20
0.320.24
0.360.34
0.470.50
0.65
Jun-12 Aug-12 Oct-12 Dec-12 Feb-13 Apr-13
P3
P4
P1
TIM
2,564
4,147
2,262
3,179
6,187
6,990
3,503
6,870
2Q12 3Q12 4Q12 1Q13 2Q13
7
8.0
7.5
7.0
6.5
6.0
Marketing
ARPU Performance
(%YoY; R$)
Reverting ARPU Trend
Voice Usage
(000 lines; minutes)
Data Performance
(monthly unique users; average days of use)
7,638 8,184
8,703 8,956 9,367
2Q12 4Q123Q12 1Q13
127
150
139
145
2Q12 4Q123Q12 1Q13
18.3 19.918.9 18.5
VAS
Voice
-15.3%
-11.0%
9.5%-3.6% -0.7%
2Q12 4Q123Q12 1Q13
After several quarters, ARPU has reversed
its trend thanks to a continuous
management of the customer base.
Voice Postpaid* Total MOU
2Q13
18.1
2Q13
148
2Q12 4Q123Q12 1Q13
Data Users SMS Usage
2Q13
2Q13
2Q12 4Q123Q12 1Q13 2Q13
+21% +13%
*Excluding modems and M2M.
+23% +16%
9
Organic
18.3
Organic
0.4%
35%39%
43%46%
50%
2Q12 3Q12 4Q12 1Q13 2Q13
Data Services Update: Keeping the Good Pace
Data users
(% over total customer base)
VAS
(% of Mobile Services Gross Revenues; R$ Million)
Handset Sales Market Share Apr-Jun/13
(% of handset revenues; Source: TIM)
19% 22%
Smart/Web phone Penetration
(% over total base of lines)
VAS
Gross
Revs
VAS/Revs
7%
21%
34%
38%
54%
46%
P4
P3
P1
TIM
Players
Open Mkt
TOP SELLERS @ ~R$300
27.7%28.7%
30.3%31.0%
31.9%
2Q12 3Q12 4Q12 1Q13 2Q13
+25%
23 mln
users78 %
on sales
10
1,031
1,291
2Q12 2Q13
Live TIM Update
Live TIM: Delivering on Plan
257
522
609
804
3Q12 4Q12 1Q13 2Q13
Network Evolution
(000 Addressable Households ; Source: TIM)
Sales per Quarter
(000 Clients; Source: TIM)
9.7
17.1
1Q13 2Q13
Customer Base
(000 Clients; Source: Anatel)
9.7
16.3
26.4
4Q12 1Q13 2Q13
82%
Net Share Live TIM SP+RJ
(UBB >34MB ; Source: Anatel)
Market Share SP+RJ
(UBB >34MB ; Source: Anatel)
38%
19%
13%
11%
10%
9%
Live TIM Oper. I Oper. II
Oper. III Oper. IV Outras
26%
69%73%
3Q12 4Q12 1Q13
ITAQUERA
CASA VERDE
BUTANTÃ
JABAQUARA
PINHEIROS
MORUMBI
MOOCA
São Paulo
Totaling
26 Districts
in São Paulo
12
Financials
Financial Evolution Analysis
1,210
EBITDA
2Q12
Organic
EBITDA
2Q13
-15
ΔMkt
and Sales
ΔPers./G&A
and others
-53
ΔHandset
Margin
-39
ΔNetwork
and ITX
+35
ΔServ.
Revs
26.6% 25.3%
32.1%31.5%
+125
+5.8% +8.3%-51.2% +1.1%+3.1%ΔYoY
1,263
+4.4%
563 879 879
3,9844,109
4,065
Thousands
Revenue
2Q12
Δ HandsetΔ Fixed
Services
Organic
Revenue
2Q13
Δ Mobile
Services
+316-86+211
Service
Handset
4,547
-33%+5.7%ΔYoY
4,988 -44
One-off
Event
Reported
Revenue
2Q13
4,944-31
Reported
EBITDA
2Q13
1,232
+1.8%
24.9%
31.1%
One-off
Event
14
+56%
+3.1%
+2.0%EBITDA Margin
Service EBITDA Margin
Organic
EBIT
Net Financial
Result
Organic
Net Income
2Q13
Organic
Taxes and
Others
Depreciation/
Amortization
Organic
EBITDA
2Q13
From EBITDA to Net Income
(R$ Million)
ΔYoY
One-off
Event
Reported
Net Income
2Q13
+0.9% +8.5% -36% +5.6% +18% +12%
1,263 -671
592 -41 -145406 -20 386
Net Revenue Evolution
(R$ Million, % YoY)
From EBITDA to EBITDA
(R$ Million)
+8.7%+10%
Strong Cash Position
Net Debt
(R$ Mln)
Capex
(R$ Mln, % YoY)
1,998
2,278
1,984
2Q11 2Q12 2Q13
+14%-13%
725
1,057
2Q11 2Q12 2Q13
+46%
+6%
→ 37% of debt in foreign currency (100%
hedged to R$).
→ Average debt maturity: ~ 3 years.
→ 0.39x net debt to Reported EBITDA (LTM).
→ Capex catch up during Q2.
→ 94% of Capex related to
infrastructure (ex-licenses).
→ No subsidy capitalization.
1,123
0.45x 0.47x 0.39xNet debt/
EBITDA
(LTM)
15
Conclusions
Strategic Priorities Check Point
• Improvements on all customer care indicators;
• FTTS Plan on track (569 new sites in Q2);
• 4G launch anticipated in SP and Curitiba,
good traction on 4G market share.;
• Final steps of LT Amazonas Fiber Line;
• Started rollout of small cells for JMJ in Rio.
• Strength of “Controle” strategy – hybrid pre/post;
• VAS over Mobile service: 22%;
• 3G adoption: WCDMA base grew by 21%;
• TIM Music launch: OTT music platform, more than
6mln songs downloaded already;
• Several actions for monetizing customer base with
new micro-packages.
• Launched company wide initiative on “Best Company
to Work For”;
• Total employee population grew to over 11,500, an
additional 574 new employees compared to 2Q12;
• Reached the number of 134 own stores, adding
several new TIM employees;
• Initiated a movement to reinforce and add new talent
on all teams, in particular on Network and Regional
structures.
• “Portas Abertas” campaign, web-site and mobile
app reinforcing commitment with quality and
transparency;
• Closure of the Dropped Calls accusation with
final report from Anatel releasing the company
from any misconduct;
• Proactive position in the sector in conversations
with Congress, Anatel, Ministry and State
Governments – position of collaboration and
transparency.
1Q13 2Q13
TIM Call Center
1Q13 2Q13
Anatel
2Q12 2Q13
+23%
2Q11 2Q12 2Q13
14%39%
57%40%
40%21%
46%21% 22%
% Only Smartphone over Total Sales
Smartphone
Webphone
Essential
Network Complaints
-15%
-8%
Postpaid Voice Base
17
Conclusion & Outlook
Perspectives
18
Business has shown good resilience,
even with slower economic growth;
TIM led industry growth both in value
and volume;
Recent polls showed good recovery in
net customer preference;
Quality and Infrastructure KPIs already
showing improvements in many
fronts.
Continuous offer innovation to help TIM
leadership in a lower growth / more
rational competitive environment;
Data/VAS to continue leading growth; TIM
well positioned in handsets and micro
browsing;
Fixed-to-mobile substitution still a trend;
Focus on leveraging huge customer base;
Postpaid mix and ARPU are important
improvements to business case.
Achievements
Solid fundamentals.
Track record built over 15 years.
Clear momentum for a continuation of growth path.
15th
Anniversary