TIM Participações S.A. reported its 3Q07 results. Key highlights included:
- Solid market growth with total lines increasing 17.6% YoY and market penetration reaching 59.4%. TIM gained market share and reached 29.8% of the postpaid segment.
- Financial results showed continuous net service revenue growth of 16.3% YoY and EBITDA margin expansion. However, EBITDA was impacted by a one-time R$173 million write-off related to updating billing systems.
- Commercial strategies focused on convergent offers, innovation, and reducing costs. A new low-cost prepaid brand was launched to expand the addressable market.
3. Innovative Market Positioning
Customer Innovation
Continuous Value Segment Growth Accelerating on convergence
TIM WEB
Improving client mix: postpaid lines reach 22.6% TIM Mais Completo
(+ 2.1 pp YoY)
21
TIM Casa Flex (prepaid and postpaid)
29.8% of market share in postpaid
41.4% YoY growth in business segment …and Innovation
launch of TIM´s low-ARPU brand Plano 1
Recognized TIM Brand Strong organic operating &
Top of Mind” for third consecutive year as the
y financial results
most remembered mobile operator company *
Continuous net service revenue growth
The first mobile operator choice according to all
Steady VAS revenue increase
recent key independent surveys
ARPU above market average
Recognized three consecutive time as the “Most
Admirable Company” Low premium price f acquiring SMP f
L i i for ii frequencies
i
Quality Sustainable Growth
* According to Datafolha Institute Survey
** According to CartaCapital/TNS InterScience Survey
3
8. Convergence: Focusing on Customer's Total Communication Needs
Convergent Offers
TIM Casa Flex (Postpaid and Prepaid)
The best of mobile telephony with the fixed telephony
convenience
i
2 numbers (fixed + mobile) = 1 SIMCard in any GSM handset
Competitive local fixed calls tariffs in its home-zone
No additional mobile voice plan required
Lower entry price barrier (R$29 90 - post paid; R$9 90 - pre
(R$29,90 R$9,90
paid)
TIM Mais Completo TIM WEB (Internet Access Solution)
Full communication package combining:
Internet Data Packages
• Mobile Calls (200 min)
PC or laptop internet access
• Home Fixed Calls (200 min+40 min LD)
• Internet Access Dial-up access substitution
(250 MB 60 MMS 60 SMS M d
MB+60 MMS+60 SMS+Modem USB) USB interface - Plug and Play
device
8
9. Mobile: Continuous Drive for Innovation
Stimulate Usage Trough Promotions
“On-Net Community” focus
Stimulating
7 cents tariff: on net local calls for prepaid
intra-network
Zero tariff: free on net calls for postpaid
traffic
► Facing competitors aggressiveness through continuous offer improvement
Focusing on retaining customers
Prepaid Loyalty ► Quem tem TIM tem Mais: Loyalty proactive initiative prepaid clients
Program ► Bonus in minutes according to clients aging
► Retaining the subscriber base and preparing for number portability
9
10. Mobile Leadership: Continuous Value Added Services Innovation
Pushing on media content and Mobile Solutions
Infotainment
I f t i t Mobile Offi S l ti
M bil Office Solutions
Large Smartphones Portfolio:
BlackBerry, Windows Mobile,
Symbian and Palm
Largest data network coverage
g g
Expanding Portfolio with BlackBerry innovative offers
relevant content: (Eg. Pay as you go)
SMS Tones from Warner Music
New A2P channel: G1 e O
Globo (Globo) Veja (Abril)
Reverse Mobile Auction with
TV Channels
Strategic Partnership with Microsoft
Mutual commercial efforts Sales Force training
Push on Windows Mobile solutions: Incentive Campaigns on Point of Sale
convenience and data usage incentives
Mobile email
Co-branded Corporate Solutions for
Large Accounts
Internet browsing
SME
Instant M
I t t Messaging
i
* TIM Brasil 400 10
11. Preparing for the future: Expanding the Addressable Market
Launch of a new and innovative pre-paid offer
New business model characterized by reduced ownership cost
Plano 1
Reducing Micro-recharges of R$ 1, R$ 3 and R$ 5
$ $ $
the Special tariff to 3 pre-select TIM or fixed numbers: 5 min at only R$1
cost of Exclusive promotion: free SMS for each call
Ownership Special Credit: TIM loans R$ 3 when the customer runs out of credit
Chip only offer: reduce cost of ownership
p y p
Recharge card “ 5 in 1”
Innovative Increased
utilization of
Cost
alternative sales
Structure channels
11
12. Acquisition Cost Performance
Increasing new convergent offers
R$ YoY SAC Trend
Growth
QoQ YoY
Improving SAC Efficiency:
146 12% YoY SAC reduction
129 +14% -12% 33.2% YoY growth in postpaid base vs
113 21.1% of total customer base
60% Commission
Subsidy QoQ SAC Trend
65%
70% Anatel’s fee on
net adds Commercial efforts in order to introduce new
40% Comodato convergent offers:
35% Increasing efforts on promotions and
30% Advertising
advertising
Others
Training f ll
T i i of call center personnel, sales
t l l
channels and promoters
3Q06 2Q07 3Q07 Inventory growth
Direct cost Indirect cost
12
13. Acquisition of the SMP Frequencies
Constant drive to innovate and improve quality
Acquisition aimed at improvement of existing network
performance,
performance enabling offer of increasingly innovative
plans and services
Frequencies acquired:
• 900 Mhz: SP countryside, RJ, ES, RS, Center-West and
North Regions
• 1.8 Ghz: São Paulo and Rio de Janeiro
Price paid: ~ R$ 50Mln (already included in 2007 CAPEX
guidance)
Low premium paid for high potential service upside :
TIM +9.9% offer vs. minimum bid
Market Average +21.4% vs. minimum
13
15. Solid N S
S lid Net Service Revenues Growth
i R G h
Total Net Revenue Performance
YoY Growth
R$ Mln 3,163 +16.3%
Continuous service revenue:
2,720
MOU stable driven by on-net traffic promotions
ARPU stable despite the strong client growth
91% +20.2%
88%
Handset revenues trend:
Increased sale of more sophisticated handsets
12% 9% -12.3% Continuous focus on TIMChip Only sales
3Q06 3Q07
Net Service Revenue Net Handsets Revenue
ARPU Performance
R$ ARPU Stable Min
VAS: growth in innovative services
227
34.4 34.0
152 +49%
7.9%
101% Y0Y innovative
6.3% services growth
3Q06 3Q07
Keeping ARPU abo e t e market
eep g U above the a et 3Q06 3Q07
Net VAS Revenue % Over Net Services Revenues
15
16. Continuous organic EBITDA margin expansion
3Q06 3Q07 3Q07 3Q 07 Reported
vs Adjusted
( pro-forma) Reported Adjusted*
(R$ mln)
Handset Revenues -R$55 mln
Write-off
Net
2,720 3,163 3,218 The amount of deductions in revenue refers
Revenues to active clients with expired installment
YoY +18.3%
contracts, decision not to bill in line with
retention strategy
strategy.
EBITDA 575 547 721
BAD DEBT -R$119 mln
YoY +25.3%
Total write-off impact Write-off
+R$173 mln
The amount recorded as “bad debt refers to
bad debt”
inactive clients, with remote billing
EBITDA probability.
21.1% 17.3% 22.4%
Margin
Confirming our FY 2007 target
*Excluding non-recuring impact 16
17. Bad debt one-off: exceptional Write-off of Receivables
Introduction of ► Unification of system and control procedures has highlighted mismatch in
New Credit & billing of handset sale installments and booking of receivables
Collection ►New system improves accounts receivable management and flexibility of
System in 3Q 07 collection procedures, avoiding further situations of such kind.
Bad Debt % Bad Debt over Net Service Revenue
(R$ mln) 275 9,6%
Part of write-off
impact
119
168 4,2%
6,0%
126
22 5,3%
12 0,8%
0,4%
126 146 144 5,3% 5,2% 5,0%
3Q06 2Q07 3Q07
3Q06 2Q07 3Q07
Services LD (non TIM clients) Incremental Bad Debt % Services % LD (non TIM clients) % Incremental Bad Debt
17
18. EBITDA and EBITDA Margin Performance
Annual target confirmed, regardless of one-off impact
R$ Ml
Mln
Impact of the write-off in the accounts
receivable from handsets sales
(
(181.4)
)
483.6
(71.8) 118.6
(149.1)
(40.2) 54.7 720.6
(53.7)
(53 7)
(15.2)
575.2 547.3
3Q06 H d t S i
Q Handsets Service N t
Network S lli
k Selling
Bad Debt COGS
Other
Oth 3Q07 Handsets Exceptional 3Q07
Q
EBITDA Revenue Revenue Expenses Expenses Expenses* EBITDA Revenue Bad Adjusted
Deduction Debt EBITDA
Change Reported
% YoY -12.3% +20.2% +22.3% +11.9% +118.2% +14.6% +6.5% -4.9% +25.3%
+4.4% ** +24.2% **
Margin
EBITDA 21.1%* 17.3% 22.4%
+1.3pp YoY +145 3
+1 3pp YoY, +145.3 mln on comparable basis
* Other Expenses include: G&A, Personnel and Net Other Operating Expenses/Revenues 18
** Performance excluding the impacts of the write-off in the accounts receivable
19. From EBITDA to Bottom Line
Δ YoY
(R$ mln)
( ) (
(27.9)
) ( )
(0.3) (
(28.3)
) +7.9 ( )
(7.7) (
(28.1)
)
R$ Mln
547.3
547 3
(569.3)
Net income adjusted
R$51.5 million
(
(excluding non
g
recurring items)
(22.0)
(80.9) (121.8)
(18.9)
(18 9)
EBITDA Depreciation EBIT Net Taxes and Net Loss
3Q07 Amortization Financial Others *
Expenses
* Other non-operating expenses/revenues 19
20. Net Financial Position
Net Debt QoQ Trend Net Cash Flow
R$ Mln Non R$ Mln
OpFCF OpFCF
2Q07 3Q07
+150 185
85
35
( ,
(1,973)
) 23 ( )
(47) ( ,
(1,788)
) 3Q06 3Q07
2
EBITDA +547
CAPEX (341) Positive Free cash flow Increasing Net Cash Flow
Δ Oper WC
Oper. +26
Gross Debt: R$2.2 billion (of which 64% long term )
Average annual cost: 11.03% p.y. in the 3Q07 versus 13.9% p.y in the 3Q06
20
22. Accounting changes to 3Q06 figures: Recap
3Q06 3Q06 Reported vs Pro-forma
(reported in 3Q06) ( pro-forma)
(R$ mln) Revenue i
R impact -R$26 mln
t R$26 l
Discount on handsets sales
handset discounts are fully booked as
Net Revenues 2.746 2.720 discounts on handset revenue, instead of
being partially allocated to selling expenses as
before.
EBITDA EBITDA impact -R$102 mln
677 575
Deferral of post paid handsets
p p
Deferral of subsidy Deferral of subsidy subsidy
Positive Impact Positive Impact
+R$136 mln 9M06 +R$34 mln 3Q06 started in 3Q06 and was retroactive to
beginning of 2006. For comparison purposes,
the 3Q06 information was adjusted.
EBITDA Margin 24.6% 21.1%
22
23. “Safe Harbor” Statements
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 the
Company to differ materially f
C ff from historical results or ffrom 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.
p p
Investor Relations
Avenida das Américas, 3434 - Bloco 01
6° andar – Barra da Tijuca Visit our Website:
22640-102
22640 102 Rio de Janeiro, RJ
Janeiro http://www.timpartri.com.br
Phone: +55 21 4009-3742 / 4009-3751 / 4009-3446 / 8113-0571
Fax: + 55 41 4009-3314
23