press release 1 t07 en
TRANSCRIPT
1May 4th , 2007
TIM Participações S.A.
1Q07’s Results
2
Main Messages
Market Performance
Commercial Strategy
Financial Performance
3
Maintaining our leadership in mobile growth andfurther consolidate position in the market
1Q07: Continuous Growth in anIncreasingly Challenging Market
Offers Enrichment & Caring
Cutting edge in innovation: “Home Zone” offer extended to the corporate segmentDedicated Customer Operations UnitSegmented offersFocus on value and corporate segments based on tailor-made and customized solution Channel mix optimization
Superior subscriber base growth compared to Brazilian Market: QoQ: +3.5% vs Market +2.2%YoY: +25.2% vs Market +14.3%Leader in net additions, achieving 40.1% of incremental share in 1Q07Improved client mix: 21.6% postpaid lines, +1p.p. YoYLeader in business segment: +50.3% YoY lines growth17% YoY reduction in subscriber acquisition cost
Substantial value Marketgrowth Solid revenue growth
44% YoY growth of net service revenue (or 22% excluding the B&K impact)40% YoY VAS net revenue growthARPU Performance: on track to rebound and maintaining the highest ARPU in the marketSolid YoY EBITDA growth and margin aligned with Company’s guidance
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Main Messages
Market Performance
Commercial Strategy
Financial Performance
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+14.6%
Source: ANATEL.
Outperforming a Growing Market
Market Lines (Mln) and Penetration Rate
Postpaid mix Penetration Rate
+6.1p.p.
+14.3%
Penetration continued to growResidual market in lower income classes: increased need for customized business model
TIM lines Evolution (mln)
Constantly outperforming market growth: + 25.2% vs. competitors’ average +10.9%Continuous improvement of client mix(% postpaids over total client base):TIM 21.6% vs competitor's average of 18.9%
Postpaid mix
+31.4%
+25.2%
Lines GrowthYoY
20.5%20.6%20.6% 21.3% 21.6%
22.321.024.1 25.4 26.3
1Q06 2Q06 3Q06 4Q06 1Q0719.6% 19.4% 19.5% 19.5% 19.3%
89.4 91.8 95.9 99.9 102 .2
49.2% 51.2% 53.2% 54.2%48.1%
1Q06 2Q06 3Q06 4Q06 1Q07
Combining growth with a improved mix
Lines GrowthYoY
6
Continuous market share growthConfirming leadership in incremental market share:
38.2% in 2006 and 40.1% in 1Q07Bringing gap to the 1st player at lowest level ever: 2.6pp
1Q07 Incremental market share
Source: ANATEL.
Maintaining the leadership in net additionsContinuous Market Share Growth
Others
Vivo
Claro
28.3%
32.6%
40.1%
-1.0%
33.7%31.1% 30.0% 29.1%
23.5% 24.3% 25.1% 25.4%
21.8% 22.8% 23.1% 23.9%
FirstPlayer
ThirdPlayer
Market Share Performance
1Q06 2Q06 3Q06 4Q06 1Q07
28.4%
25.8%
24.1%
Increasing market share based on a continuous focus on high-value customers
43.8% incremental share in postpaid segment in 1Q07Reinforcing our leadership on postpaid segment: 28.4%
market share ( +3.6pp YoY)
-2.6 pp-2.7 Mln lines
+1.7 pp+1.7 Mln lines
-10.2 pp-9.1 Mln lines
+1.7 pp+1.6 Mln lines
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Main Messages
Market Performance
Commercial Strategy
Financial Performance
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TIM Brasil Plans: voice+ SMS + Data + RoamingShared Bundles
On-Net PromotionsSegmented Approach and Cross-Sell products
Community & Convenience
TIM Casa and TIM Casa EmpresarialTIM + 25 TIM Chip OnlyVoice and data internacionalroaming for prepaid segmentCustomer base also eligible to all promotionsMega TIM - SMS/MMS package
National Tariff Plan for multi-regional companiesFlexible BundlesTIM Web Mobile (internet access)TIM BlackBerry Pearl for consumer market
Integrated Solutions Innovative Approach
Key Competitive AdvantageProfound Segmented Offer
Marketing Strategy Pillars
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Consumer Market and Institutional CampaignsFocus on fostering TIM’s Community concept
► Supporting competitive aggressiveness► Increasing traffic while keeping margins, based on on-net traffic usage
► Keeping the pace of post paid acquisition► Supports TIM Brasil Plans sales and customer base growth
► Feliz 07 Centavos (“Happy 07 Cents”) On-net local calls for just R$ 0.07 for postpaid and prepaid TIM’s clients
► Stimulating usage from new customers► Anticipation of recharge purchase
► Leverages usage and average recharge ► Supports churn rate control
► TIM Mais 60Additional bonuses of 60 min on-net calls
► TIM Casa (“Home Zone”)Capturing additional revenues from fixed market
► Mobile convenience also at home> 400 thousands clients at 1Q07
► Low SACTIM chip free of charge, subject to recharge of
R$15 in 48 hours after activation
► Extra Recharge PromotionBonus in minutes equal to the recharge value
Institutional Campaigns: Continuous focus on building up an inspirational brand
MIGRATIONLIFE QUALITY LEADERSHIP
Source: * Instituto Synovate - Oct/2006
TIM Brand is recognized as reliable and appealingTIM: The 1st operator choice*
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Continuous Focus on top and large customersTailor-made and customized solution: Enriching portfolio plans
TIM Empresa Nacional + Tarifa Zero BrasilNational single tariff plan + Free
communication between the company’s employees anywhere in the country.
TIM Empresa MaisInnovative plan, with no minute
packages; its flexibility caters for companies wishing to expand their mobile communications.
TIM Casa EmpresarialAllows savings in mobile-to-fixed calls
(from 33% to 59%)
Mobile office solutionMost advanced Blackberry handsets portfolio
Front runner in innovation and flexibility on corporate services
Meeting the specific needs of companies with nationwide presence
Plans and services that allow enhanced mobile communications
Launch of several offers as to remain the leading mobile office solution provider (blackberry, voice and data bundles)
+
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VAS: Easy & Useful InnovationMaintenance of leadership in VAS segment
1Q07 VAS Results
UsersSMS P2P: + 29.0%MMS P2P: + 237.3%Data: + 80.9%
UsageMMS P2P: + 381%Data: + 186%
Growth YoY
*VAS Innovative= VAS excluding SMS P2P and Voice Mail
Innovative initiatives
Java GamesVerão PremiadoTIM Promotion
+11 p.p. YoY growth in innovative services
Interactive SMS offers in partnership with media companies
Reverse Mobile AuctionMarket campaigns and constant update of contents
provided by major players (Universal, Warner, Gameloft,Eletronic Arts and others)First-to-market launching VAS tariff plans:
Mega TIM – SMS/MMS bundle cardsubscription service model
Last minute SMS promotionsOffer of seasonal WAP sites as to promote dates
such as Carnaval and Regional Soccer Championship
5.9%**
1Q06 1Q07
127179
% over Net Service Revenue
6.7%
TraditionalInnovative*
44% 56%
VAS BreakdownVAS Net Revenue (R$Mln)
VAS Net Revenue
** Proforma: %Adjusted by Bill & Keep elimination starting on Jan 1st of 2006.
+40%
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Con
sum
erFocus on efficiency and productivity
~ 8,500 PoS
29%
8%
63%
~ 1,700Tele-sales &
Personal
~ 260,000 points
Recharge
~ 630PME Sellers
144
KAM
Note: KAM (Key Account Manager)
Bus
ines
s
Retail
•Own stores•franchisees
Dealers
Largest distribution network in Brazil
Strengthening of sales workforce and high-value customer focus
Incentives on postpaid acquisitionCommissioning based on valueQualified large account sales staff
Improving channels productivity and efficiency
Increased prepaid gross additions through alternative channels (11% in 1Q07 vs. 4% in 1Q06)
Recharge channels expansion (> 40% YoYgrowth of electronic channels)
Increased % of electronic recharge revenue over total recharge revenue:52% in 1Q07 vs 35% in 1Q06
Optimization of Multi-Channel Sales
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Reducing Subscriber Acquisition CostSAC performance
46% 38%
54% 62%
1Q06 1Q07
150
CommissionSubsidyAnatel’s fee on
net adds
ComodatoAdvertisingOthers
124
Direct cost Indirect cost
R$ -17% Declining SAC despite higher level of customer and handset mix:
23% YoY growth in postpaid gross addsexpanding sales of mid-range and high-end handsets
Reduced subsidy strategy
Focus on “TIM Chip Only” offer: > 70% of total gross in 1Q07
Postpaid discount oriented to maintain the competitiveness and high-value customers acquisition
Improved pay-back period:3.8 months in 1Q07 vs 4.3 months in 1Q06
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Main Messages
Market Performance
Commercial Strategy
Financial Performance
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Total net revenue growthR$ Mln Reported Organic*
YoY Growth
1Q07
2,8432,066
1Q06
11% 6%
+38% +19%
+44% +22%
-17% -17%
* Proforma: Adjusted by Bill & Keep elimination starting on January 1st of 2006.
Net service revenue Net handsets revenue
89% 94%
Solid Net Service Revenues
Maintaining 2006FY service revenue growth trend
40% VAS net revenue growth
Handset revenues drop due to SIM Card sales push on
R$
1Q07
34.4
1Q06*
35.2
ARPU Performance: on track to rebound
-15%-12%
-9%
-6%
-2%
1Q06 2Q06 3Q06 4Q06 1Q07
+3 pp.
+3 p.p.
+3 p.p.
+4p.p.
ARPU* Change YoY (%)
Reducing the dilution
ARPU Broadly Stable
Keeping ARPU above the market
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Margin EBITDA aligned with annual expectationsContinuous Profitability Expansion
518.3 573.9 664.1
(83.6)
(451.3)
55.6 (113.6)(37.6)
(8.0) 14.1
815.0
1Q06EBITDA
Reported
1Q07EBITDA
Reported
ServiceRevenue
Network SellingExpenses
BadDebt
COGS OthersExpenses
1Q06HistoricalEBITDA**
1Q07EBITDA
Adjusted
678.2
Deferral ofsubsidies
Deferral ofsubsidies
21.1%* 24.0%* 23.4% 23.8%
* Proforma: Bill & Keep elimination starting on January 1st of 2006.** Data released in the 1Q06’s press release.*** Officially restated figure.Others Expenses includes: G&A, Personnel and Net Other Operating Expenses/Revenues
R$ Mln ▲YoYGrowth+44.1% +98.6% +24.8% +93.5% +13.2% +3.2%
HandsetsRevenue
-17.1%
+22.4% +13.8%* *
(30.8)
Main drivers:- Gross Adds: +33%- Recharges: +25%
Net of Co-billing and Interconnection provisions:+36 Mln, +43% (driven by +40% YoY growth in Post-Paid Gross Revenues)
***
+2.7pp, +160 Mln on a comparable basis
Change %YoY
EBITDA Margin
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From EBITDA to Bottom Line
EBITDA1Q07
DepreciationAmortization
EBIT Net Financial Expenses
Taxes and Others
Net Income
Δ YoY (Impact on Margins)(R$ mln) +90.2 +82.1(44.3) +25.8 +10.4
R$ Mln
+45.9
81.8 (63.3)
(582.3)664.1
(19.5)
R$24.2 Million (Subsidiary income taxes)R$12.6 Million (amortization of goodwill from privatization, non-cash item)
(38.0)
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Sound Financial HealthNet cash flow
Gross Debt: R$2.1 billion (of which 87% long term / average annual cost of 11.92% p.y. in 1Q07)Cash and equivalents: R$0.5 billionNet Debt: R$1.6 billion
R$ Mln
Significant cash flow improvement compared to 1Q06 (+R$883 million) mainly due to:(i) Increased Profitability(ii) Reduced impact from Working Capital changes
(1.241)
(488)
(67)
(197)
1Q06 1Q07
Non-Oper.FCFOper.FCF
OpFCF
NoFCF(1.438)
(555)+753
+883
+130
OperatingFCF4Q06
(1,582)(67)EBITDA +664CAPEX (255)Δ Oper. WC (898)
(1,027)
R$ Mln NonOperating
FCF 1Q07
(488)
(1,536) in 1Q06
Net financial position
Stable Net Financial Position YoYNegative WC due to cash-out of 4Q06’s CAPEX
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Statements in this presentation, as well as oral statements made by the management of TIM Participações S.A. (the “Company”, or “TIM”), that are not historical fact constitute “forward looking statements” that involve factors that could cause the actual results of theCompany to differ materially from historical results or from any results expressed or implied by such forward looking statements. The Company cautions users of this presentation not to place undue reliance on forward looking statements, which may be based on assumptions and anticipated events that do not materialize.
“Safe Harbor” Statements
Investor RelationsAvenida das Américas, 3434 - Bloco 01
6° andar – Barra da Tijuca
22640-102 Rio de Janeiro, RJ
Phone: +55 21 4009-3742 / 4009-3751/8113-0571
Fax: + 55 41 4009-3314
Visit our Website:
http://www.timpartri.com.br