Mobistar 2015 Financial Results Analysts & Investors Presentation 1 MOBISTAR - FINANCIAL RESULTS 2015
“Sharp acceleration of postpaid customer growth in Q4 2015 laying a solid foundation for 2016” JEAN MARC HARION Mobistar CEO 2 MOBISTAR - FINANCIAL RESULTS 2015
restated EBITDA* guidance achieved with €283m despite an additional pylon tax provision of 10 million euros in Q4 2015 2015 guidance 2015 guidance 2015 guidance 2015 guidance 2015 guidance 2015 guidance 2015 guidance 2015 guidance in in € in in €m € € m m m 2015 2015 2015 2015 provided provided in provided provided in in Feb in Feb 2015 Feb Feb 2015 2015 2015 upgraded in upgraded upgraded upgraded in in Oct in Oct 2015 Oct Oct 2015 2015 2015 Mobile Mobile Service revenues Service revenues 1,006.2 1,006.2 1,006.2 1,006.2 Mobile Mobile Service revenues Service revenues � year-on-year excl. reg. 0.0 % � Restated Restated EBITDA* EBITDA* 282.8 282.8 Restated Restated EBITDA* EBITDA* 282.8 282.8 260- 260 260 260 - -280 - 280 280 280 >280 >280 >280 >280 margin / year-on-year excl. reg. 26.0 % / +4.8 % � Capex Capex Capex Capex excl excl excl excl. . . . licenses licenses licenses licenses ~190 ~190 ~190 ~190 ~190 ~190 ~190 ~190 193.1 193.1 193.1 193.1 margin / year-on-year excl. reg. 17.8 % / -10.3 % * before any impact related to the cable opportunity …and while realizing 28k postpaid net adds in the …and while realizing 28k postpaid net adds in the …and while realizing 28k postpaid net adds in the …and while realizing 28k postpaid net adds in the fourth quarter and getting ready for the commercial fourth quarter and getting ready for the commercial fourth quarter and getting ready for the commercial fourth quarter and getting ready for the commercial launch of Mobistar’s convergent offering launch of Mobistar’s convergent offering launch of Mobistar’s convergent offering launch of Mobistar’s convergent offering 3 3 MOBISTAR - FINANCIAL RESULTS 2015 MOBISTAR - FINANCIAL RESULTS 2015
4 2015 Key events 2015 2016 4 MOBISTAR - FINANCIAL RESULTS 2015
5 MOBISTAR - FINANCIAL RESULTS 2015
facilitating 4G access for our customers from network and tariff plans to devices and services largest 3G attractive rich device 360 ° and 4G range of portfolio services coverage 4G tariff plans 7 MOBISTAR - FINANCIAL RESULTS 2015
4G coverage superiority testified by IBPT coverage maps provided by the regulator’s Atlas tool http://www.ibpt.be/en/consumers/internet-tv/quality-of-service/coverage-maps 8 8 MOBISTAR - FINANCIAL RESULTS 2015 MOBISTAR - FINANCIAL RESULTS 2015
attractive and transparent tariff plans designed to answer customers data and roaming expectations 500 MB 500 MB 500 MB 500 MB 2 GB 2 GB 2 GB 2 GB 12€ 12 12 12 € € € 25€ 25 € 25 25 € € 2H voice 2H voice 2H voice 2H voice 3H30 voice 3H30 voice 3H30 voice 3H30 voice Unlimited 4 GB 4 GB 4 GB 4 GB 100 MIN 100 MIN 100 MIN 100 MIN 1 GB 1 GB 1 GB 1 GB 15€ 15 15 15 € € € 45 45€ 45 45 € € € Unlimited voice Unlimited voice Unlimited voice Unlimited voice 100 SMS 100 SMS 100 SMS 100 SMS 2H30 voice 2H30 voice 2H30 voice 2H30 voice Unlimited iCoyote iCoyote iCoyote iCoyote 100 MB 100 MB 100 MB 100 MB 1 GB 1 GB 1 GB 1 GB 500 MIN 500 MIN 500 MIN 500 MIN 10 GB 10 GB 10 GB 10 GB 2H30 voice 2H30 voice 2H30 voice 2H30 voice 500 SMS 500 SMS 500 SMS 500 SMS 20€ 20 20 20 € € € 60 60 60 60€ € € € Unlimited voice Unlimited voice Unlimited voice Unlimited voice Unlimited M* Unlimited 500 MB 500 MB 500 MB 500 MB iCoyote iCoyote iCoyote iCoyote iCoyote iCoyote iCoyote iCoyote + Unlimited SMS + Unlimited SMS 9 MOBISTAR - FINANCIAL RESULTS 2015
competitive mobile prices compared to EU peers Mobistar’s prices even better than IBPT’s Belgium benchmark 42.2 € IBPT Benchmark IBPT Benchmark IBPT Benchmark IBPT Benchmark heavy user profile heavy user profile heavy user profile heavy user profile 6H voice, 6H 6H 6H voice, Unlimited voice, voice, Unlimited Unlimited Unlimited SMS, SMS SMS SMS , 1 GB , , 1 GB 1 GB 1 GB 25.8 € 23.7 € 20.9 20.9 20.9 € 20.9 € € € 20 20 € 20 20 € € € 20.2 € 18.1 € 15 15 15 15 € € € € UK FR BE BE BE BE LU NL DE Dolphin 15* Dolphin 15* Dolphin 15* Dolphin 15* Dolphin 20** Dolphin 20** Dolphin 20** Dolphin 20** * Mobistar Dolphin 15: 2H30 voice, unlimited SMS, 1 GB, Facebook & Twitter unlimited ** Mobistar Dolphin 20: 2H30 voice, unlimited on-net voice, unlimited SMS, 1 GB, Facebook & Twitter unlimited 10 10 MOBISTAR - FINANCIAL RESULTS 2015 MOBISTAR - FINANCIAL RESULTS 2015
360º device service offer available for our customers to boost 4G smartphone adoption Insurance Insurance Insurance Insurance Assistance Assistance Assistance Assistance MySwap MySwap MySwap MySwap MyStart MyStart MyStart MyStart Repair Repair Repair Repair “Your old device has a value” BuyBack BuyBack BuyBack BuyBack 11 11 MOBISTAR - FINANCIAL RESULTS 2015 MOBISTAR - FINANCIAL RESULTS 2015
shop digitalization increase upsell and satisfaction 500 screens, web experience in shops, new prices in 3 hours attract digitize convert satisfy 12 12 MOBISTAR - FINANCIAL RESULTS 2015 MOBISTAR - FINANCIAL RESULTS 2015
550,000 HAND registered members 2,300,000 rewards offered, incl. exclusive events 2014 2015 2015 11/02 12/07 12/07 12/10 01/11 08/11 17/12 18/09 22/09 Mika Lady Goose Color Run Summer Stan Van James Star Urban Trail Gaga Festivals Samang Bond Wars Brussels Brussels Ghent Antwerp Brussels, Antwerp Brussels Namur Brussels Antwerp, Liège, Charleroi… 13 13 MOBISTAR - FINANCIAL RESULTS 2015 MOBISTAR - FINANCIAL RESULTS 2015
enriched customer experience leads to churn reduction back to early 2012 levels Postpaid Mobile churn Open Telecommunication law Open Telecommunication law Open Telecommunication law Open Telecommunication law 2012 2013 2014 2015 Mobistar postpaid customers excl. M2M & MVNO 14 MOBISTAR - FINANCIAL RESULTS 2015
sharp acceleration of postpaid customers recruitment driven by solid gross adds and a significant churn improvement Postpaid quarterly net adds in Belgium (‘k) +41 +41 +41 +41 28 28 28 28 - -54 - - 54 54 54 9 9 9 9 8 8 8 8 7 7 7 7 1 1 1 1 -5 - - - 5 5 5 - -20 - - 20 20 20 - - - -42 42 42 42 Q1 2014 Q2 2014 Q3 2014 Q4 2014 Q1 2015 Q2 2015 Q3 2015 Q4 2015 Mobistar active customers excl. M2M & MVNO Q3 2014 prepaid excl. Colruyt MVNO internalistation 15 MOBISTAR - FINANCIAL RESULTS 2015
increasing number of internet connected devices per person, smartphone remains the king Fourth device Fourth device Fourth device Fourth device communication communication communication communication information information information information work, work, work, work, infotainment infotainment infotainment infotainment work work work work Third device Third device Third device Third device complementary use complementary use complementary use complementary use seamless switching seamless switching seamless switching seamless switching distinctive use distinctive use distinctive use distinctive use infotainment, infotainment, infotainment, infotainment, communication communication infotainment infotainment communication communication infotainment infotainment work work work work Secondary Secondary Secondary Secondary devices devices devices devices work, work, work, work, communication communication communication communication Main Main Main Main information information information information communication communication communication communication infotainment infotainment infotainment infotainment communication communication device device communication communication device device infotainment infotainment infotainment infotainment entertainment entertainment entertainment entertainment Tomorrow Tomorrow Tomorrow Tomorrow Yesterday Yesterday Today Today Yesterday Yesterday Today Today s smartphone obsession area s s martphone obsession area martphone obsession area martphone obsession area 17 MOBISTAR - FINANCIAL RESULTS 2015
strong outdoor & indoor 4G coverage anytime and everywhere during the customer journey “ on the road ” “ on the road ” “ on the road ” “ on the road ” “ at home ” “ at home ” “ at home ” “ at home ” 99% 99% outdoor coverage 99% 99% 88% 88% indoor coverage 88% 88% “ at work ” “ at work ” “ at work ” “ at work ” “ in public “ in public “ in public “ in public transport” transport” transport” transport” 18 18 MOBISTAR - FINANCIAL RESULTS 2015 MOBISTAR - FINANCIAL RESULTS 2015
50% 4G+ pop. coverage by mid-2016 21% 4G+ pop. coverage EY 2016 4G+ speed = 4G x2 = 4G x2 = 4G x2 = 4G x2 Commercial launch in Q2 2016 Q2 2016 Q2 2016 Q2 2016 19 19 MOBISTAR - FINANCIAL RESULTS 2015
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