Telecom Italia – TIM Brasil FY 2011 Preliminary Results and 2012‐14 Plan Outline (Luciani)

Telecom Italia Conference Call
Full‐Year 2011 Preliminary Results and 2012‐14 Plan Outline

Telecom Italia – TIM Brasil
Full‐Year 2011 Preliminary Results and 2012‐14
Plan Outline

LUCA LUCIANI


Safe Harbour
These presentations contain statements that constitute forward‐looking statements within the meaning of the Private
Securities Litigation Reform Act of 1995. These statements appear in a number of places in this presentation and include
statements regarding the intent, belief or current expectations of the customer base, estimates regarding future growth
in the different business lines and the global business, market share, financial results and other aspects of the activities
and situation relating to the Company and the Group.
Such forward looking statements are not guarantees of future performance and involve risks and uncertainties, and
actual results may differ materially from those projected or implied in the forward looking statements as a result of
various factors.
Forward‐looking information is based on certain key assumptions which we believe to be reasonable as of the date
hereof, but forward looking information by its nature involves risks and uncertainties, which are outside our control, and
could significantly affect expected results.
Analysts are cautioned not to place undue reliance on those forward looking statements, which speak only as of the date
of this presentation. Telecom Italia S.p.A. undertakes no obligation to release publicly the results of any revisions to these
forward looking statements which may be made to reflect events and circumstances after the date of this presentation,
including, without limitation, changes in Telecom Italia S.p.A. business or acquisition strategy or planned capital
expenditures or to reflect the occurrence of unanticipated events. Analysts and investors are encouraged to consult the
Company's Annual Report on Form 20‐F as well as periodic filings made on Form 6‐K, which are on file with the United
States Securities and Exchange Commission.

LUCA LUCIANI 1


Agenda

 TIM Brasil 2011 Results

 TIM Brasil Plan

 Take-Aways

LUCA LUCIANI 2


Three Years in Few: Accelerating Growth and Profitability
Customer Base Expansion Revenues growth
Mln Lines R$ Bln
3x +18%
13.1
Net Adds +5% Fastest
9.9 0% growing
Revenues Company
4.7 Growth YoY
64.1 17.1
51.0 13.7 14.5
41.1
Customer Total
+56% +25%
Base Revenues

2009 2010 2011 2009 2010 2011

Market share EBITDA , EBIT , EBITDA-CAPEX
% lines R$ Bln
34% 33% Leading 4x
Incremental growth for
2,1
market 20% the 2nd year 1.2
share 1.64
26.5% EBIT 0.5
1.36
Market 25.1% 0.82
Back to #2
share EBITDA-CAPEX
23.6% 2x

2009 2010 2011
2009 2010 2011
EBITDA 3.5 4.2 4.6

LUCA LUCIANI 3


Two Markets, One approach: Simplicity
“Voice is Good” “Internet for All”
Total Voice Traffic Volume Example: Infinity Web
Billion Minutes
Push on Daily Internet unique
>15mln unique users per
FMS users - Pre paid (Mln) month (Pre+Post)

2x 86.7
9x 2.7
62.5

38.1
0.3

2009 2010 2011 Aug 10 Dec 11
“Ride the
Voice Revenues Simplicity” Data Revenues
Voice Outgoing Revenues Data Revenues +49% data
R$ Billion R$ Billion growth in Q4
+34% 13.4 +67% 3.2
11.3 2.2

10.0 1.9

2009 2010 2011 2009 2010 2011

Leading the Voice Market with just 2 concepts: Infinity and Liberty (voice and internet)

LUCA LUCIANI 4


Efficiency in Go 2 Market (i.e.: Post-paid)
Customer Base Post-Paid Bad Debt and SAC/ARPU
Mln lines % Revenues, months
0.6 0.7
2.00% 1.83%
0.3 0.3 0.3
Net 0.2 0.2 Bad 1.34% 1.08% 0.95%
0.2 1.04% 0.77% 0,92%
Adds debt
8,005 8,636 9,291
7,222 7,465 7,688 3,1
6,602 6,944 2,6 2,3
1,5 1,8 1,6 1,7
1,3
+24.5% SAC/
CB YoY
ARPU
1Q10 2Q10 3Q10 4Q10 1Q11 2Q11 3Q11 4Q11 1Q10 2Q10 3Q10 4Q10 1Q11 2Q11 3Q11 4Q11

Anatel’s SMP 11 Indicator* Product Revenues and Capitalized Subsidy
Care/1.000 Bills R$ Mln

732 712
664
1,85 1,91 424 468 433
1,61 1,55 380
1,17 1,11 Product 286
1,53 1,47 1,69 1,63 Revenues
1,10 115
0,76 Capitalized 85
64 26 8 0 0
Subsidy 0

Jan’11 May’11 Sep’11 Dic’11 1Q10 2Q10 3Q10 4Q10 1Q11 2Q11 3Q11 4Q11

*Care relative to billing problems

LUCA LUCIANI 5


Agenda


 TIM Brasil Plan

 Take-Aways

LUCA LUCIANI 6


Continuous Reshaping of the Brazilian TLC Market
Market Transformation
R$ Billion 106 115 126 134 Pure Mobile Advantage
55 53
Fixed
59 60
(43%) (40%) Mobile over Fixed” :
(56%) (52%) towards 60/40 split
Force Fixed-Mobile
71 81 substitution (voice)
47 55 (60%)
Mobile (57%)
(44%) (48%) Mobile Internet
competitive vs <2 Mbps
2009 2011 2014 2016
wireline BB accesses

96
82 Capital Allocation
Fixed 51 29
Voice is Good  2G Capacity
(Push the FMS) Mobile 45 53
 Intelig Acquisition
2009 2016
52

24  3G Coverage
Internet for All  TIM Fiber Acquisition
Fixed 10 28 (AES Atimus)
Mobile 2 8
2009 2016 7
LUCA LUCIANI


Limited BB capabilities from incumbents create 3
opportunities for TIM
% of fixed accesses

1. FMS Voice
Price per minute Fixed
100%

Mobile
~70%

30%

80% 24%~
~6%
20%
Total wireline Voice only BB <2Mbps >2Mbps
market accesses nominal speed nominal speed

2. FMS Data 3. TIM Fiber
Mln clients 13,2
Selective attack of the Adsl
TIM monthly 6,7
incumbents via Naked VDSL ultra BB
unique users
(Pre-paid) powered by the 5.500km Optical Fiber

Dic/10 Dic/11 in RJ/SP
Smartphone
penetration 10% 27%

LUCA LUCIANI 8


Internet Booming (“Internet for All”)
A large potential market With high willingness to use/to buy Huge frustration from fixed lines
Mln of Brazilian Internet Users 195 Brazilian Households Mln Subscribers
Exposed to 15.5

% of Households that Don’t Have
Fresh Best fit to Broadband C+D FMS even
Market 100% Mobile
on Data
117
80%
Existing 80%
Fix C+D
Market
60%

24 40%
Mobile C+D
Broadband
54 A+B 20%
20% Concentrated
in main cities
(RJ+SP) BroadBand Narrowband Total
Posses Use but Not use Total
own
0% 5% 10% 15% 20% 25% 30% (>2 Mbps) (< 2Mbps) Wireline
not (up to Users
access % of Households that Have Intention To Buy Accesses
posses now)

AES Atimus acquisition allows TIM to offer a “Internet for All” experience:
… the Ultimate Mobile Data … Ultra BB experience for
…Internet Café Substitution
Experience (powered by Residential and Corporate
to target Class C Potential
FTTS) (Fixed)
Liberty Web Infinity Web TIM Fiber

LUCA LUCIANI 9

The New Integrate Network Approach
(“Leveraging AES Atimus Fiber Optic based”)

Fiber To The Site/Antenna (3G+ Evolution) MBB Overlay
 3 Carriers per antenna
 Fiber to the Site in top 42 Cities (high  3 sub-carriers of 21 MB
each*
capacity)  Total Available = 360MB
 3 Carriers per antenna (spectrum
optimization)
 Upgrade to 21 Mbps (HSPA+) of existing
Node-B
Liberty Web SIM Based
Identification/Billing
 Single SIM to identify
Copper or
and bill
Fiber
Drop

WiFi Underlay
Wi-Fi offload (e.g. Rocinha) 300 Mb  100MB 200
ports

 10 thousand hot spots semi public 50 Mb
 Rocinha example and 5 main airports
 Roadmap to extend over 10,000 hot
spots by YE 2012 and 25,000 by ‘14 <R$500/Household

Infinity Web
 High Capillarity of the aerial fiber based
network (~250 meters to the Home)
 Flexibility: fast drop at the building
 Use of existing internal network

TIM Fiber
LUCA LUCIANI 10


WiFi Off-load supporting the “Internet for All” - Rocinha results
Option 1: Add One Additional Base Station Option 2: Cover With WiFi

One additional BTS 25 Access points
Throughout : 201 Mbps Average distance:
200m
TIM BTS TIM BTS Throughput: 5Ghz
Performances: 5,000
TIM BTS simultaneous
TIM BTS
connections
TIM BTS 1-2 Mbps per user

Capex Results Achieved
R$ and R$ per MBps

~ 1’500 Mbps
~ 300 K ‐54%  Reduced capex
 Reduced time to market
 Reduced operating costs
7X  Increased customer experience/speed
~ 137 K
 Executed Internet for All – LAN Houses
already reduced by 25%
~ 200 Mbps
 Gained company brand image with local
and federal government
Alternative 1: BTS Alternative 2: WiFi Alternative 1: Alternative 2:
BTS WiFi

LUCA LUCIANI 11


Agenda


 TIM Brasil Plan

 Take-Aways

LUCA LUCIANI 12


2012-14 Drivers of Growth CAGR ‘11 – ‘14

3 Ways of Growth Revenue Growth
R$ Billion

XX%
17.1
Total 13.8 14.5
Revenue

13.6
15.3 Fixed
12.8
0.7 0.8
0.6
Services
Revenues 12.2 12.9 14.5 Mobile
90 25% VAS
200 mou
mln lines Incidence
2009 2010 2011 2012 2013 2014
Community Expansion FMS (Voice) Internet for All

Mobile Customer Base FMS – Voice (MOU) Internet for All (Mobile Data)
Million of lines Minute of usage per line Data as % of Service Revenue
˜200 ˜25%

90
129 14%
116
64 11% 12%
83
51
+XX% +XX%
41
+XX%
Outgoing Voice Revenues

2009 2010 2011 2012 2013 2014 2009 2010 2011 2012 2013 2014 2009 2010 2011 2012 2013 2014

LUCA LUCIANI 13


Network Continuous Evolution
Network roadmap 2G (TRX Installed) 3G roll out
000 TRX Pop %
2G Managing the growth 253 >80%

157
64%
Speed up the roll-out in
3G
HSPA mode

2011 2014 2011 2014
WiFi >10,000 hot spots by YE2012
FTTS Backbone
FTTS Deployment in Top 42 cities % of total traffic 000 km
49.0
50%
24.0
FTTH ~1 Mln households by 2015 42 Cities

14 Cities
25.0

Efficiency ~50,000 km in fiber optic 2011 Swap + 2014
2012 2014 built out

2G (TRX Installed) TIM Fiber – non capital intensive
Metropolitan Street Internal
Installation Modem
Tim Fiber: a “no Capex intensive” network equipment network
approach to offer Residential Ultra BB Aerial
~500 ~2,400
in SP/RJ network
Underground
~1,700
+ ~250 + ~125 + ~200 + ~125 = ~500
network

LUCA LUCIANI 14


Take-aways on main TIM Brasil trends
Revenues (New vs Old Plan)
Bln R$

New
MTR glide path (-20% real term) as of feb’12
Old impacts approx. 250 bp in Revenues and EBITDA
17.1 Growth resulting from further CB, voice MOU and
Revenues internet browsing
14.5 For 2012, revenues growth at >10% YoY (vs.
15.5
14.5 R$17.1Bn in 2011)
1yr in advance

2010 2011 2012 2013 2014
Network sinergies from AES Integration
Continuous efficiency in Go2Market (no subsidy,
SAC/bad debt)
Organic CAPEX (as % of Sales) Ebitda Absorbing MTR cut and TIM Fiber start-up
Bln R$ For 2012, Ebitda growth at >10% YoY (vs.
19.6 R$4.6Bn in 2011)
% of 17.5
Revenues ˜14%

3.0 3.0 3.0 3.0  Expanding 2G capacity and 3G coverage
2.8  Accelerate FTTS in Top 42 Cities and Wi-fi
CAPEX
offloading
Capex  Tim Fiber start-up
2010 2011 2012 2013 2014
 CAPEX flat at 3 bn/year; R$9bn in 3 Years

LUCA LUCIANI 15

Telecom Italia – TIM Brasil FY 2011 Preliminary Results and 2012‐14 Plan Outline (Luciani)

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